Sales and Sales Management (4cr)

Code: LT00CW50-3004

General information

Enrollment: 10.11.2025 - 09.01.2026; Registration for introductions has not started yet.

Timing: 12.01.2026 - 22.03.2026; The implementation has not yet started.

Number of ECTS credits allocated: 4 cr

Local portion: 0 cr

Virtual portion: 4 cr

Mode of delivery: Distance learning

Unit: SeAMK Business Management and SME Business Management

Campus: SeAMK Seinäjoki, Frami

Teaching languages: Finnish

Seats: 10 - 80

Degree programmes: Bachelor of Business Administration, Business Management

Teachers: Miia Koski

Groups: MLITA24
Bachelor of Business Administration, Business Management, Multimodal implementation

Course: LT00CW50

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
- The phases of a sales process
- Qualities and practices of a good salesperson
- Sales management
- Social selling

Materials

- Hänti, Kairisto-Mertanen & Kock, 2016. Oivaltava myyntityö - Asiakkaana organisaatio. Edita
- Hämäri, Panu 2013. Myynnin käsikirja. HRD Finland.
- Leino S. & Pellinen E. Opas Myyntityöhön. Myynnin ja markkinoinnin ammattilaiset MMA.
- Other learning material in Moodle.

Teaching methods

Course in an online course. We will meet on Teams -lessons in the beginning of the course. The course will continue online after that. The course includes video-lessons and weekly exercises. Lesson videos will be available in Moodle. In the end of the course there's online exam.

Exam schedules

Online exam is open during weeks 11 and 12.
Retake exams will be during wks 17 and 21, 2026.

Completion alternatives

The completion methods are described in more detail in the Moodle learning environment.

Student workload

The workload of the course is measured in a way that, in order to acquire the knowledge required for the course, one credit corresponds to an average of 27 hours of work done by the student. The actual need for time varies from individual to individual, e.g. due to previous expertise.

Total student workload, 4 op = 108h.
- Getting familiar with the course and Moodle environment 4h
- Video-lessons and other teaching material online 40h
- Course exercises 16h
- Independent study 36h
- Getting prepared to the online exam 10h
- Online exam 2h

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 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 and participated actively. The student can describe the role of sales in integrated marketing communications. The student can apply the basics of sales work. 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 to an excellent standard. The student can evaluate sales situations and his/her own strengths and development needs as a salesperson. The student can plan sales management.