Industrial Sales Management
| Structure Type: | Study unit |
|---|---|
| Code: | IEYS0401 |
| Type: | Optional obligatory / Professional Studies |
| Curriculum: | EY 2015 |
| Level: | Bachelor of Engineering |
| Year of Study: | 3 (2017-2018) |
| Credits: | 3 cr |
| Responsible Teacher: | Saarikoski, Lotta |
| 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.
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 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? To sell something, goods or services – Am I a natural born seller or not? The need for rational knowledge, behavioral skills and attitude in selling goods or services (Knowledge Intensive Business Services) to the industry – technical products, systems and solutions building long term relationships in terms of measurable values.
Recommended or Required Reading and Other Learning Resources/Tools
Manning & Reece & Ahearne (2013), Selling today, Pearson International, 12th Edition
Jobber & Lancaster (2012), Selling and Sales Management, Prentice Hall, 9th Edition
Kotler & Rackman & Krishnawamy (2005), Ending the War Between Sales and Marketing
www.hbrreprint.org
The teacher guides which chapters are directly connected to the course contents and the learning objectives
Additional:
Futrell (2014), Fundamentals of Selling, 13th Edition. (Not in exam)http://raeng.org.uk/news/publications/list/mostrecent.htm
Future Ship Powering Options (published 13 July 2013)
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
Nuemrical, Exam assignments and project work