Advanced B2B Sales (5 op)

Arviointiasteikko

H-5

Sisällön jaksotus

On this course we are going to
1) Perceive recent and future approaches of BtoB sales: value selling, sales as a change management, sales concervatism.
2) Find out beneficial publications about sales’ trends and changes.
3) Learn to use publications and digital channels to update own selling skills and views.
Jan.+Feb.. Pre-assignment readings
3.3. DL of essee about the pre-readings
10.3. Contact session 1
Team works
4.5. Contact session 2

Tavoitteet

After completing the course, the student is able to
-Recognize the contemporary sales trends and approaches
-Manage and lead sales personnel in value creating selling processes
-Utilize appropriate sales methods and tools
-Develop and lead oneself

Sisältö

-Contemporary sales trends and approaches
-Value selling
-Team selling
-Coaching as a managerial approach
-Self and Time Management in sales

Oppimateriaalit

1) Harvard Business Review. Vol.90(7), pp. 61-68 (2012).
The end of solutions sales. Adamson, Brent
2) Journal of Personal Selling & Sales Management. Vol. 39, issue 1. (2019).
Fostering collaborative mind-sets among customers: a transformative learning approach.
Timo Kaski, Ari Alamäki &Ellen Bolman Pullins
OR
Journal of Personal Selling & Sales Management. Vol. 39, issue 1. (2019).
Resource orchestration and dynamic managerial capabilities: focusing on sales
managers as effective resource orchestrators.
Vishag Badrinarayanan, Indu Ramachandran & Sreedhar Madhavaram
3) Industrial Marketing Management. Vol. 45, Feb. (2015). Value-based selling: An organizational capability perspective. Pekka Töytäri & Risto Rajala.
4) Harvard Business Review. July-August issue. (2019)
Digital doesn’t have to be disruptive. Nathan Furr and Andrew Shipilov.
5) Harvard Business Review. May-June issue (2018).
The Surprising Power of Questions. Alison Wood Brooks and Leslie K. John.

Opetusmenetelmät

Students are requested to read the given pre-reading material and write an essay about the journals.
Participating in contact sessions and group exam. Working individual and in a group to make a presentation about an agreed topic. Participating actively in discussion and work during contact sessions.

Tenttien ajankohdat ja uusintamahdollisuudet

Group exam March 10th.

Pedagogiset toimintatavat ja kestävä kehitys

Individual learning and writing an essay based on given material.
Group exam based on pre-readings.
Team work between the contact sessions.
Active participation in the discussions and other activities during contact sessions.

Toteutuksen valinnaiset suoritustavat

Contact Sanna Vauranoja

Opiskelijan ajankäyttö ja kuormitus

Pre-readings, essay and exam 55 hours
Contact sessions 15 hours
Team work and presentation 50 hours

Arviointimenetelmät ja arvioinnin perusteet

Pre-readings, essay and exam 50%
Contact sessions 10%
Team work and presentation 40%

Hylätty (0)

The student does not show any interest towards the study unit. S/he does not participate in the contact lessons or return the required assignments.

Arviointikriteerit, tyydyttävä (1-2)

The students has basic understanding about recent BtoB sales approaches. S/he is able to point out some trends and how they affect sales situations and customer needs. S/he is aware of theoretical issues but cannot show deep understanding about how to implement those in his/her work. S/he does not show particular interest in participating in the work during contact lessons. The assingments s/he returns do not show profound understanding about the subject matter.

Arviointikriteerit, hyvä (3-4)

The student knows and understands about different approaches around advanced BtoB sales. S/he can apply fresh BtoB sales approaches in a changing business culture and write about that reflecting approaches against theory. S/he participates actively in the work during contact lessons and brings added value to the discussions through his/her input. The assignments s/he returns show understanding about the subject matter.

Arviointikriteerit, kiitettävä (5)

The student perceives many different approaches around advanced BtoB sales. S/he can apply and design diversely advanced BtoB sales operations in a changing business culture and write about them reflecting approaches against theory. S/he is able to find new signals of change and fresh views of changing business cultures.
S/he participates actively in the work during contact lessons and brings added value to the discussions through his/her input. The assignments s/he returns show understanding about the subject matter.