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Sales Management

Structure Type: Study unit
Code: TLP0205
Curriculum: TK 2023
Level: Bachelor of Business Administration
Year of Study: 2 (2024-2025)
Credits: 5 cr
Responsible Teacher: Malin, Timo
Language of Instruction: Finnish

Courses During the Academic Year 2024-2025

Impl.Group(s)Study TimeTeacher(s)LanguageEnrolment
3019LT2024-1A, LT2024-1B2025-01-02 – 2025-05-11Timo MalinEnglish2024-12-05 – 2025-01-06
3021LT2024-1C, LT2024-1D2025-01-02 – 2025-05-11 English2024-12-05 – 2025-01-06
3023LT2024-1O2025-01-02 – 2025-05-11Timo MalinEnglish2024-12-05 – 2025-01-06
3024TK2023-2A, TK2023-2B2024-10-21 – 2025-02-28Timo MalinEnglish2024-07-30 – 2024-09-03
3026LT2024V-1T2025-01-06 – 2025-05-13 English2024-11-29 – 2025-01-09

Taking the course in advance? See the courses during the academic year 2023-2024.

Learning Outcomes

The student understands the role of selling in the process of creating long-term customer value in relationships and knows the sales management process step by step and is aware of the metods associated with leading a sales-team.

Student's Workload

Total work load of the course: 135 h
of which scheduled studies: 40 h
- of which autonomous studies: 95 h
The assesment of student's own learning 1 h is included in contact lessons.

Prerequisites / Recommended Optional Courses

Basics of Marketing

Contents

Definitions and perspectives of personal selling, Relationship marketing and personal selling, Value-based selling.
Psychology of selling, Communication for relationship building, Sales knowledge, Relationship selling process. Managing yourself, your carreer and others.

Regional Impact

The course content takes into account the region's businesses in the energy sector, as well as the specific features of international trade.

Internationality

The course content takes into account the region's businesses in the energy sector, as well as the specific features of international trade.

Recommended or Required Reading and Other Learning Resources/Tools

Futrell, C (2014): Fundamentals of Selling, McGraw-Hill.
- Kennert, Kert & Leino, Sani 2020. #Myyntikirja: menesty uuden ajan B2B-myynnissä.
Alma Talent 2020. (Ellibs E-kirjana)

- Other material provided by the lecturer.

Mode of Delivery / Planned Learning Activities and Teaching Methods

Active lesson work, project work, presentations.

Assessment Criteria

Test:

5: utilise and apply essential theories, concepts and methods in various situations
3: utilise theories, concepts and methods consistently in written and oral communication
1: utilise essential theories, concepts and methods in various situations

Cases and assignment:

5. The student can
- motivate the solutions made when acting in tasks of an expert,
- use independently various problem solving methods,
- recognise development needs in the field.
3. The student can
- define the area of expertise in the field,
utilise the problem-solving methods learnt during the study unit,
- find the essential parts of the problem,
conceive the phases of a development process.
1. The student can
- recognise the area of expertise in his/her field
- utilise the problem-solving methods dealt with during the study unit when given guidance,
- has a positive attitude towards developing.

Assessment Methods

Numerical (0-5).


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