Sales Management
| Rakennetyyppi: | Opintojakso |
|---|---|
| Koodi: | TLP0205 |
| Tyyppi: | Pakollinen |
| OPS: | LT 2019 |
| Taso: | Tradenomi (AMK) |
| Opiskeluvuosi: | 1 (2019-2020) |
| Lukukausi: | Kevät |
| Laajuus: | 5 op |
| Vastuuopettaja: | Waltermann, Marianne |
| Opetuskieli: | Englanti |
Toteutukset lukuvuonna 2019-2020
| Tot. | Ryhmä(t) | Opiskeluaika | Opettaja(t) | Kieli | Lähiop. | Ilmoittautuminen |
|---|---|---|---|---|---|---|
| 23 | T-LT-1-2 | 6.1.2020 – 24.5.2020 | Heidi Skjäl | Englanti | 45 h | 16.12.2019 – 14.1.2020 |
| 24 | T-LT-1-3 | 6.1.2020 – 24.5.2020 | Heidi Skjäl | Englanti | 90 h | 16.12.2019 – 14.1.2020 |
| 25 | T-LT-1-4 | 6.1.2020 – 24.5.2020 | Heidi Skjäl | Englanti | 16.12.2019 – 14.1.2020 | |
| 26 | T-LT-1-1 | 6.1.2020 – 24.5.2020 | Heidi Skjäl | Englanti | 45 h | 16.12.2019 – 14.1.2020 |
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).