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Front Page > Current Education > Energy Technology (ET) > 2016 > Year 3 > Sales Management (IEYS0405)

Sales Management

Structure Type: Study unit
Code: IEYS0405
Type: Optional obligatory / Professional Studies
Curriculum: ET 2016
Level: Bachelor of Engineering
Year of Study: 3 (2018-2019)
Credits: 5 cr
Responsible Teacher: Niemelä, Riitta
Language of Instruction: English

Courses During the Academic Year 2018-2019

Impl.Group(s)Study TimeLanguageEnrolment
1I-ET-3N, I-MX-4N2018-08-31 – 2018-12-21English2018-08-20 – 2018-09-09

Learning Outcomes

The main objective is to provide disciplinary knowledge, self-orientation, customer focused thinking and business thinking gaining modern and up-to date skills to ensure a good working life career within the industry for the target group. The student will understanding customer value creation, modelling and measuring within value based industrial sales.

Student's Workload

Total work load of the student 135 h, of which
- scheduled studies 60 h
- autonomous studies 75 h

Prerequisites / Recommended Optional Courses

Basics of Marketing or Marketing Mix or Project Marketing or similar

Contents

The fundamental goals of industry and business companies. Marketing and Sales - are they the same? Sales Management – what is it all about? The need for rational knowledge, behavioral skills and attitude in selling goods or services) to the industry – technical products, systems and solutions building long term relationships in terms of measurable values. Value based sales models.

Recommended or Required Reading and Other Learning Resources/Tools

Will be informed by the lecturer.

Mode of Delivery / Planned Learning Activities and Teaching Methods

Various teaching methods: lectures, guest lectures and cases/written exercises.

Assessment Criteria

1: The student is able, with guidance, to utilise the methods learnt during the study unit.
3: The student is able to utilise the methods learnt during the study unit independently.
5: The student is able to utilise the methods learnt during the study unit independently and is able apply the learnt knowledge in new contexts

Assessment Methods

Numerical, Exam, assignments and project work


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