VAMK

Change language: Suomi

Front Page > Archived Education > Energy and Environmental Technology (EY) > 2014 > Year 3 > Advanced Sales Management (IEYS0403)

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%


Back