Sales and Sales Management (4cr)
Code: LT00DR51-3001
General information
- Enrollment
- 10.11.2025 - 14.01.2026
- Registration for introductions has not started yet.
- Timing
- 07.01.2026 - 15.02.2026
- The implementation has not yet started.
- Number of ECTS credits allocated
- 4 cr
- Local portion
- 4 cr
- Mode of delivery
- Contact learning
- Unit
- SeAMK Business Management and SME Business Management
- Campus
- SeAMK Seinäjoki, Frami
- Teaching languages
- Finnish
- Degree programmes
- Bachelor of Business Administration, Business Management
- Teachers
- Kristiina Mutka-Vierula
- Groups
-
LITA24BBachelor of Business Administration, Business Management
- Course
- LT00DR51
Evaluation scale
1-5
Objective
The student can apply the basics of sales work. The student can describe the role of sales in integrated marketing communications. The student can evaluate sales situations and his/her own strengths and development needs as a salesperson. The student can analyze and plan sales work and sales management.
Content
- Basics of sales work, role of sales in marketing communications
- Qualities and practices of a good salesperson
- The phases of a sales process
- Social selling
- Areas of sales management
Materials
Study material related to marketing modules:
Bergström, S., & Leppänen, A. (2021). Yrityksen asiakasmarkkinointi (19., uudistettu painos.). Edita.
Mm. Hänti, Kairisto-Mertanen ja Kock: Oivaltava myyntityö. Asiakkaana organisaatio. Edita
To be announced by the lecturer.
Teaching methods
Lectures and excercises.
Student workload
Total work load of the course: about 106 h
- of which scheduled studies: 32 h
- of which autonomous studies: 76 h
Assessment criteria, satisfactory (1)
The student has done the work and participated as instructed. The student can describe the role of sales in integrated marketing communications. The student can apply an outline of the basics of sales work. The student can evaluate sales situations and his/her own strengths and development needs as a salesperson.
Assessment criteria, good (3)
The student has done the work well and participated actively. The student can describe the role of sales in integrated marketing communications. The student can apply the basics of sales work to a good standard. The student can evaluate sales situations and his/her own strengths and development needs as a salesperson.
Assessment criteria, excellent (5)
The student has done the work thoroughly and participated actively and constructively. The student can describe the role of sales in integrated marketing communications. He/she can apply the basics of sales work versatile. The student can evaluate sales situations and his/her own strengths and development needs as a salesperson. The student can plan sales management.