Advanced Sales Management
| Structure Type: | Study unit |
|---|---|
| Code: | IEYS0403 |
| Type: | Optional obligatory / Professional Studies |
| Curriculum: | EY 2014 |
| Level: | Bachelor of Engineering |
| Year of Study: | 3 (2016-2017) |
| Credits: | 3 cr |
| Responsible Teacher: | Saarikoski, Lotta |
| Language of Instruction: | English |
Learning Outcomes
Based on fundamental insight this course is about further education in Sales. Focus is on understanding customer value creation, modelling and measuring within value based industrial sales.
Student's Workload
Total work load of the student 81 h, of which
- scheduled studies 42 h
- autonomous studies 39 h
Prerequisites / Recommended Optional Courses
Basics of Marketing or similar course in marketing
Busines to Busines Marketing
Industrial Sales Management
Contents
Definition of customer value
The paradigm of sales in industry - spiced with inspiration
Added-value parameters and digging deeper in understanding them
SEM
Value based sales models
Exercises
Recommended or Required Reading and Other Learning Resources/Tools
Provided by the lecturer
Mode of Delivery / Planned Learning Activities and Teaching Methods
Lectures, assignments, team work and project work
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 assesment
Exam 50%
Project work 50%