Sales process management
| Structure Type: | Study unit |
|---|---|
| Code: | TL00BQ89 |
| Curriculum: | LT 2025 |
| Level: | Bachelor of Business Administration |
| Year of Study: | 1 (2025-2026) |
| Semester: | Spring |
| Credits: | 5 cr |
| Responsible Teacher: | Malin, Timo |
| Language of Instruction: | Finnish |
Learning Outcomes
After completing the course, the student can plan a sales process and evaluate its effectiveness. The student understands the importance of sales, customer relationship management, and sales leadership in a successful business. The student develops communication skills and recognizes their importance in sales, persuasive presentations, and teamwork.
Student's Workload
The total workload for the course is as follows (5 credits = 135 hours):
Contact hours: 40 hours
Independent study: about 30 hours
Course assignments: about 60 hours
Peer feedback: about 1–2 hours
Self-assessment: about 2–3 hours
Prerequisites / Recommended Optional Courses
Basics of Marketing 5cr
Contents
Identifying and planning the stages of the sales process. Managing the sales process and team, and monitoring results. Communication skills, customer relationship management, and knowledge of the sales funnel.
Recommended or Required Reading and Other Learning Resources/Tools
- Huusko-Viikilä, Kati 2024. Monikanavaisen myynnin johtaminen. Helsingin seudun kauppakamari. Kauppakamari. Saatavilla E-kirjana.
- Other material in Moodle.
Mode of Delivery / Planned Learning Activities and Teaching Methods
The total workload for the course is as follows (5 credits = 135 hours):
Contact hours: 40 hours
Independent study: about 30 hours
Course assignments: about 60 hours
Peer feedback: about 1–2 hours
Self-assessment: about 2–3 hours
Assessment Criteria
The course is graded on a scale of 0-5
Further Information
The course requires at least partial active participation in joint learning sessions, and any absences must be agreed upon with the instructor.
Everyone is committed to their own learning and is present in interactive teaching situations. Students must familiarize themselves sufficiently with the materials, structure, and assignments on Moodle.
Spark course feedback is collected to improve the course and the degree program. One to two hours of contact time are reserved for giving feedback and discussing it.