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Etusivu > Ajankohtaiset koulutukset > Liiketalouden koulutus (LT) > 2016 > Vuosi 1 > Sales Management (TLP0205)

Sales Management

Rakennetyyppi: Opintojakso
Koodi: TLP0205
Tyyppi: Pakollinen
OPS: LT 2016
Taso: Tradenomi (AMK)
Opiskeluvuosi: 1 (2016-2017)
Laajuus: 5 op
Vastuuopettaja: Skåtar, Kim
Opetuskieli: Englanti

Toteutukset lukuvuonna 2016-2017

Tot.Ryhmä(t)OpiskeluaikaOpettaja(t)KieliIlmoittautuminen
5T-LT-1-41.9.2016 – 31.12.2016Kim SkåtarEnglanti22.8.2016 – 19.9.2016
6T-LT-1-19.1.2017 – 24.5.2017Heidi Skjäl, Kim Skåtar, Marianne Waltermann, Timo MalinEnglanti12.12.2016 – 16.1.2017
7T-LT-1-29.1.2017 – 24.5.2017Heidi Skjäl, Kim Skåtar, Marianne Waltermann, Timo MalinEnglanti12.12.2016 – 16.1.2017
8T-LT-1-39.1.2017 – 24.5.2017Heidi Skjäl, Kim SkåtarEnglanti12.12.2016 – 16.1.2017

Suoritus rästissä? Katso toteutukset lukuvuonna 2019-2020.

Osaamistavoitteet

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.

Opiskelijan työmäärä

Total work load of the course: 135 h
of which scheduled studies: 65 h
- of which autonomous studies: 70 h
The assesment of student's own learning 1 h is included in contact lessons.

Edeltävät opinnot / Suositellut valinnaiset opinnot

Basics of Marketing

Sisältö

Definitions and perspectives of personal selling. Relationship marketing and personal sellling, Value-based selling, Psyhology of selling, Communication for relationship building, Sales knowledge, Relationship selling process, Managing yourself, your carreer and others.

Aluevaikuttavuus

The course content takes into account the region's businesses in the energy sector, as well as the specific features of international trade.

Kansainvälisyys

The course content takes into account the region's businesses in the energy sector, as well as the specific features of international trade.

Opiskelumateriaali

Futrell, C (2014): Fundamentals of Selling, McGraw-Hill.
- Other material provided by the lecturer.

Opetusmuoto / Opetusmenetelmät

Lectures, project work, cases.

Arviointikriteerit

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.

Arviointimenetelmät

Active participation in Classes (25 %), examination (50 %) and project work (25 %). Numerical (0-5).


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