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Etusivu > Ajankohtaiset koulutukset > Liiketalouden koulutus (LT) > 2018 > Vuosi 1 > Sales Management (TLP0205)

Sales Management

Rakennetyyppi: Opintojakso
Koodi: TLP0205
Tyyppi: Pakollinen
OPS: LT 2018
Taso: Tradenomi (AMK)
Opiskeluvuosi: 1 (2018-2019)
Lukukausi: Kevät
Laajuus: 5 op
Vastuuopettaja: Skåtar, Kim
Opetuskieli: Englanti

Toteutukset lukuvuonna 2018-2019

Tot.Ryhmä(t)OpiskeluaikaOpettaja(t)KieliIlmoittautuminen
13T-LT-1-331.8.2018 – 21.12.2018Kim Skåtar, Rosmeriany Nahan-SuomelaEnglanti20.8.2018 – 17.9.2018
14T-LT-1-27.1.2019 – 15.5.2019Heidi SkjälEnglanti15.11.2018 – 14.1.2019
15T-LT-1-47.1.2019 – 15.5.2019Heidi SkjälEnglanti15.11.2018 – 14.1.2019
16T-LT-1-17.1.2019 – 26.5.2019Emmanuel NdzibahEnglanti10.12.2018 – 14.1.2019

Suoritus rästissä? Katso toteutukset lukuvuonna 2021-2022.

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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