Sales ProcessLaajuus (5 cr)
Code: 3101198
Credits
5 op
Objective
The student is able:
- to explain the role of personal selling and how professional salespeople are behaving
- to execute the different stages of the sales process in an effective and customer-oriented way
- to analyze buying behavior and buying processes
- to use appropriate sales models and sales skills in different sales situations and during the different stages of the relationship
- to create long-term customer relationships in B2B context from the value creation perspective
Content
sales process
Enrollment
01.06.2024 - 01.09.2024
Timing
02.09.2024 - 31.12.2024
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
Teachers
- Kai Schleutker
Groups
-
PMYYNS23
Objective
The student is able:
- to explain the role of personal selling and how professional salespeople are behaving
- to execute the different stages of the sales process in an effective and customer-oriented way
- to analyze buying behavior and buying processes
- to use appropriate sales models and sales skills in different sales situations and during the different stages of the relationship
- to create long-term customer relationships in B2B context from the value creation perspective
Content
sales process
Evaluation scale
H-5
Enrollment
01.06.2023 - 18.09.2023
Timing
01.08.2023 - 31.12.2023
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Campus
Lemminkäisenkatu
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
Teachers
- Arto Kuuluvainen
Groups
-
PMYYNS22
Objective
The student is able:
- to explain the role of personal selling and how professional salespeople are behaving
- to execute the different stages of the sales process in an effective and customer-oriented way
- to analyze buying behavior and buying processes
- to use appropriate sales models and sales skills in different sales situations and during the different stages of the relationship
- to create long-term customer relationships in B2B context from the value creation perspective
Content
sales process
Evaluation scale
H-5
Enrollment
01.06.2022 - 11.09.2022
Timing
29.08.2022 - 20.12.2022
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Campus
Kupittaa Campus
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
Teachers
- Arto Kuuluvainen
Groups
-
PMYYNS21
Objective
The student is able:
- to explain the role of personal selling and how professional salespeople are behaving
- to execute the different stages of the sales process in an effective and customer-oriented way
- to analyze buying behavior and buying processes
- to use appropriate sales models and sales skills in different sales situations and during the different stages of the relationship
- to create long-term customer relationships in B2B context from the value creation perspective
Content
sales process
Evaluation scale
H-5