Sales Management
| Structure Type: | Study unit |
|---|---|
| Code: | IEYS0405 |
| Type: | Optional obligatory / Professional Studies |
| Curriculum: | ET 2017 |
| Level: | Bachelor of Engineering |
| Year of Study: | 3 (2019-2020) |
| Credits: | 5 cr |
| Responsible Teacher: | Niemelä, Riitta |
| Language of Instruction: | English |
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