Sales and Sales Management (4cr)
Code: LTVAMA101-3003
General information
- Enrollment
- 01.08.2017 - 05.03.2018
- Registration for the implementation has ended.
- Timing
- 12.03.2018 - 11.04.2018
- Implementation has ended.
- Number of ECTS credits allocated
- 4 cr
- Local portion
- 4 cr
- Mode of delivery
- Contact learning
- Teaching languages
- Finnish
- Degree programmes
- Bachelor of Business Administration, Business Management
- Teachers
- Jarmo Nummela
- Course
- LTVAMA101
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
Materials
Luennoitsijan ilmoittama materiaali.
Timo Nieminen&Sari Tomperi (2008) Myynnin johtamisen uusi aika, SanomaPro
Pekka Järvinen(2005) Ammattina esimies, WSOY PRo
John Whitmore (2007) Coaching for performance, NB Publishing
Teaching methods
Luennot ja harjoitukset.
Employer connections
Ei harjoittelua.
Exam schedules
Ei ole
International connections
Ei ole
Completion alternatives
Ei ole
Student workload
Työmäärä yhteensä: noin 106 h
- mistä työjärjestyksessä olevaa opiskelua: 15 h
- mistä itsenäistä opiskelua: 90 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 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 to an excellent standard 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.