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Sales Management

Rakennetyyppi: Opintojakso
Koodi: TLP0205
OPS: TK 2023
Taso: Tradenomi (AMK)
Opiskeluvuosi: 2 (2024-2025)
Laajuus: 5 op
Vastuuopettaja: Malin, Timo
Opetuskieli: Englanti

Toteutukset lukuvuonna 2024-2025

Tot.Ryhmä(t)OpiskeluaikaOpettaja(t)KieliIlmoittautuminen
3019LT2024-1A, LT2024-1B2.1.2025 – 11.5.2025Timo MalinEnglanti5.12.2024 – 6.1.2025
3021LT2024-1C, LT2024-1D2.1.2025 – 11.5.2025Heidi SkjälEnglanti5.12.2024 – 6.1.2025
3023LT2024-1O2.1.2025 – 11.5.2025Timo MalinEnglanti5.12.2024 – 6.1.2025
3024TK2023-2A, TK2023-2B21.10.2024 – 28.2.2025Timo MalinEnglanti30.7.2024 – 3.9.2024
3026LT2024V-1T6.1.2025 – 13.5.2025 Englanti29.11.2024 – 9.1.2025

Suoritus ennakkoon? Katso toteutukset lukuvuonna 2023-2024.

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: 40 h
- of which autonomous studies: 95 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

Numerical (0-5).


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