Sales Management
| Structure Type: | Study unit |
|---|---|
| Code: | TLP0205 |
| Type: | Compulsory |
| Curriculum: | LT 2015 / 2016 / 2017 / 2018 / 2019 / 2020 / 2021 / 2021V / 2022 / 2022V / 2022W / 2023 / 2023V / 2023W / 2024 / 2024-O / 2024V TK 2022 / 2023 / 2024 |
| Level: | Bachelor of Business Administration |
| Year of Study: | 1 / 2 (2015-2016 / 2016-2017 / 2017-2018 / 2018-2019 / 2019-2020 / 2020-2021 / 2021-2022 / 2022-2023 / 2023-2024 / 2024-2025 / 2025-2026) |
| Credits: | 5 cr |
| Responsible Teacher: | Malin, Timo |
| Language of Instruction: | Finnish |
Courses
| Impl. | Group(s) | Study Time | Teacher(s) | Language | Enrolment |
|---|---|---|---|---|---|
| 1 | T-LT-1-4 | 2015-09-01 – 2015-12-18 | Kim Skåtar | English | 2015-08-14 – 2015-09-20 |
| 2 | T-LT-1-1 | 2016-01-04 – 2016-05-27 | Heidi Skjäl | English | 2015-12-07 – 2016-03-11 |
| 3 | T-LT-1-2 | 2016-01-04 – 2016-05-27 | Heidi Skjäl | English | 2015-12-07 – 2016-03-11 |
| 4 | T-LT-1-3 | 2016-01-04 – 2016-05-27 | Kim Skåtar | English | 2015-12-07 – 2016-01-10 |
| 5 | T-LT-1-4 | 2016-09-01 – 2016-12-31 | Kim Skåtar | English | 2016-08-22 – 2016-09-19 |
| 6 | T-LT-1-1 | 2017-01-09 – 2017-05-24 | Heidi Skjäl, Kim Skåtar, Marianne Waltermann, Timo Malin | English | 2016-12-12 – 2017-01-16 |
| 7 | T-LT-1-2 | 2017-01-09 – 2017-05-24 | Heidi Skjäl, Kim Skåtar, Marianne Waltermann, Timo Malin | English | 2016-12-12 – 2017-01-16 |
| 8 | T-LT-1-3 | 2017-01-09 – 2017-05-24 | Heidi Skjäl, Kim Skåtar | English | 2016-12-12 – 2017-01-16 |
| 9 | T-LT-1-4 | 2017-09-01 – 2017-12-22 | Kim Skåtar | English | 2017-08-21 – 2017-09-18 |
| 10 | T-LT-1-1 | 2018-01-08 – 2018-05-09 | Emmanuel Ndzibah | English | 2017-12-11 – 2018-01-15 |
| 11 | T-LT-1-2 | 2018-01-08 – 2018-05-09 | Emmanuel Ndzibah | English | 2017-12-11 – 2018-01-15 |
| 12 | T-LT-1-3 | 2018-01-08 – 2018-05-09 | Kim Skåtar, Peter Smeds | English | 2017-12-11 – 2018-01-15 |
| 13 | T-LT-1-3 | 2018-08-31 – 2018-12-21 | Kim Skåtar, Rosmeriany Nahan-Suomela | English | 2018-08-20 – 2018-09-17 |
| 14 | T-LT-1-2 | 2019-01-07 – 2019-05-15 | Heidi Skjäl | English | 2018-11-15 – 2019-01-14 |
| 15 | T-LT-1-4 | 2019-01-07 – 2019-05-15 | Heidi Skjäl | English | 2018-11-15 – 2019-01-14 |
| 16 | T-LT-1-1 | 2019-01-07 – 2019-05-26 | Emmanuel Ndzibah | English | 2018-12-10 – 2019-01-14 |
| 23 | T-LT-1-2 | 2020-01-06 – 2020-05-24 | Heidi Skjäl | English | 2019-12-16 – 2020-01-14 |
| 24 | T-LT-1-3 | 2020-01-06 – 2020-05-24 | Heidi Skjäl | English | 2019-12-16 – 2020-01-14 |
| 25 | T-LT-1-4 | 2020-01-06 – 2020-05-24 | Heidi Skjäl | English | 2019-12-16 – 2020-01-14 |
| 26 | T-LT-1-1 | 2020-01-06 – 2020-05-24 | Heidi Skjäl | English | 2019-12-16 – 2020-01-14 |
| 3001 | LT2020-1A, LT2020-1B | 2021-01-04 – 2021-05-30 | Heidi Skjäl | English | 2020-08-17 – 2021-01-10 |
| 3002 | LT2020-1C, LT2020-1D | 2021-01-04 – 2021-05-30 | Timo Malin | English | 2020-08-17 – 2021-01-10 |
| 3003 | LT2021-1A, LT2021-1B | 2022-01-03 – 2022-05-29 | Timo Malin | English | 2021-12-01 – 2022-01-10 |
| 3004 | LT2021-1C, LT2021-1D | 2022-01-03 – 2022-05-29 | Heidi Skjäl | English | 2021-12-01 – 2022-01-10 |
| 3005 | LT2021V-1K | 2022-01-03 – 2022-05-01 | Heidi Skjäl | English | 2021-12-01 – 2022-01-10 |
| 3006 | LT2022-1A, LT2022-1B | 2023-01-02 – 2023-05-14 | Timo Malin | English | 2022-12-01 – 2023-01-10 |
| 3008 | LT2022-1C, LT2022-1D | 2023-01-02 – 2023-05-14 | Eeva Välikangas, Lukumanu Iddrisu | English | 2022-12-01 – 2023-01-10 |
| 3010 | LT2022-1W | 2023-01-02 – 2023-05-14 | Heidi Skjäl | English | 2022-12-01 – 2023-01-10 |
| 3011 | LT2022V-1T | 2023-01-02 – 2023-05-14 | Eeva Välikangas | English | 2022-12-01 – 2023-01-10 |
| 3013 | LT2023-1A, LT2023-1B | 2024-01-08 – 2024-05-12 | Timo Malin | English | 2023-12-01 – 2024-01-12 |
| 3014 | LT2023-1C, LT2023-1D | 2024-01-08 – 2024-05-12 | Heidi Skjäl | English | 2023-12-01 – 2024-01-12 |
| 3016 | LT2023-1W | 2024-01-08 – 2024-05-12 | Monika Kärkkäinen | English | 2023-12-01 – 2024-01-12 |
| 3017 | LT2023V-1K | 2024-01-08 – 2024-05-14 | Minna Niemi | English | 2023-12-01 – 2024-01-12 |
| 3018 | TK2022-2A, TK2022-2B | 2023-08-21 – 2023-12-17 | Timo Malin | English | 2023-08-01 – 2023-09-06 |
| 3019 | LT2024-1A, LT2024-1B | 2025-01-02 – 2025-05-11 | Timo Malin | English | 2024-12-01 – 2025-01-12 |
| 3021 | LT2024-1C, LT2024-1D | 2025-01-02 – 2025-05-11 | Eeva Välikangas | English | 2024-12-01 – 2025-01-12 |
| 3023 | LT2024-1O | 2024-10-21 – 2025-02-28 | Eeva Välikangas | English | 2024-08-01 – 2024-09-06 |
| 3024 | TK2023-2A, TK2023-2B | 2024-10-21 – 2025-02-28 | Lukumanu Iddrisu | English | 2024-08-01 – 2024-09-06 |
| 3026 | LT2024V-1T | 2025-01-06 – 2025-05-13 | Lukumanu Iddrisu | English | 2024-12-01 – 2025-01-12 |
The descriptions shown below are for 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.