Sales Management
| Structure Type: | Study unit |
|---|---|
| Code: | TLP0205 |
| Curriculum: | TK 2024 |
| Level: | Bachelor of Business Administration |
| Year of Study: | 2 (2025-2026) |
| Credits: | 5 cr |
| Responsible Teacher: | Malin, Timo |
| Language of Instruction: | Finnish |
Taking the course in advance? See the courses during the academic year 2024-2025.
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 135h.
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
Lectures, Projectwork, Group- and individual assignments, 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
A Numeric scale (0-5) is used. The grade will be given based upon projectwork and assignments.