Advanced Sales Management
| Rakennetyyppi: | Opintojakso |
|---|---|
| Koodi: | IEYS0403 |
| Tyyppi: | Pakollinen valinnainen (vaihtoehtoinen) / Ammattiopinnot |
| OPS: | EY 2014 |
| Taso: | Insinööri (AMK) |
| Opiskeluvuosi: | 3 (2016-2017) |
| Laajuus: | 3 op |
| Vastuuopettaja: | Saarikoski, Lotta |
| Opetuskieli: | Englanti |
Osaamistavoitteet
Based on fundamental insight this course is about further education in Sales. Focus is on understanding customer value creation, modelling and measuring within value based industrial sales.
Opiskelijan työmäärä
Total work load of the student 81 h, of which
- scheduled studies 42 h
- autonomous studies 39 h
Edeltävät opinnot / Suositellut valinnaiset opinnot
Basics of Marketing or similar course in marketing
Busines to Busines Marketing
Industrial Sales Management
Sisältö
Definition of customer value
The paradigm of sales in industry - spiced with inspiration
Added-value parameters and digging deeper in understanding them
SEM
Value based sales models
Exercises
Opiskelumateriaali
Provided by the lecturer
Opetusmuoto / Opetusmenetelmät
Lectures, assignments, team work and project work
Arviointikriteerit
1: The student is able, with guidance, to utilise the methods learnt during the study unit.
3: The student is able to utilise the methods learnt during the study unit independently.
5: The student is able to utilise the methods learnt during the study unit independently and is able apply the learnt knowledge in new contexts
Arviointimenetelmät
Numerical assesment
Exam 50%
Project work 50%