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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 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

Scheduled studies 40 h
Autonomous studies about 30 h
Tasks 20 h
Teamwork Report 20 h
Teamwork presentation 20 h
Feedback 1-2 h
Own learning analysis 2-3 h.

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

Scheduled studies 40 h
Autonomous studies about 30 h
Tasks 20 h
Teamwork Report 20 h
Teamwork presentation 20 h
Feedback 1-2 h
Own learning analysis 2-3 h.

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

Team evaluation:
1 Specialists interview 20p
2 Sales theme presentation 20p
3 Questions in the presentation 10p
4 Projectwork 30p
5 Presentation of results 20p


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