Industrial Sales Management
| Structure Type: | Study unit |
|---|---|
| Code: | TXV0127 |
| Curriculum: | YT 2020 |
| Level: | Bachelor of Engineering |
| Year of Study: | 3 (2022-2023) |
| Semester: | Spring |
| Credits: | 5 cr |
| Responsible Teacher: | Saarikoski, Lotta |
| Language of Instruction: | English |
Learning Outcomes
The main objective is to provide disciplinary knowledge, self-orientation, customer focused thinking and business thinking gaining modern and up to date skills to ensure a good working life career within the industry for the target group.
Prerequisites / Recommended Optional Courses
Basics in Business Economics, at least 3 credits (ECTS), for example, teollisuustalous, yritystalouden perusteet, allmän företagsekonomi, industriell ekonomi, basics in economics, introduction to business economics.
Contents
The fundamental goals of industry and business companies. Marketing and Sales - are they the same? Sales Management – what is it all about? To sell something, goods or services – Am I a borned seller or not? The need for rational knowledge, behavioral skills and attitude in selling goods or services (Knowledge Intensive Business Services) to the industry – technical products, systems and solutions building long term relationships in terms of measurable values. Basics in Key Account Management (KAM) and Value Based Sales including basics of Modelling for calculations to be used in communicating customer value.
Recommended or Required Reading and Other Learning Resources/Tools
- Manning & Reece & Ahearne (2013), Selling today, Pearson International, 12th Edition (In exam)
- Jobber & Lancaster (2012), Selling and Sales Management, Prentice Hall, 9th Edition
- Kotler & Rackman & Krishnawamy (2005), Ending the War Between Sales and learning Marketing, www.hbrreprint.org
- Industrial Marketing Management, volume 41, Issue 1, January 2012, pages 174-185 –“It´s almost like taking the sales out of selling”- Towards a conceptualization of value-based selling in business markets
- Anderson & Narus (1998) –“Business Marketing”: Understanding what Customers Value is, Harvard Business Review, March, pages 53-56
- Anderson & Narus & van Rossum (2006) “Customer Value Propositions in Business Markets” - HBR, March, pages 91-99
- Cheverton, P. (2012) Key Account Management
The teacher guides which chapters are directly connected to the course contents and the objectives.
Mode of Delivery / Planned Learning Activities and Teaching Methods
Various teaching methods: lectures, guest lectures and cases/written exercises.
Assessment Methods
Approved exam and approved exercise/-s.