Degree Programme in Professional Sales: PMYYNS18

Descriptions

Study objectives

The degree programme gives the students the necessary professional skills and competences for a wide variety of careers in business and sales. After graduation, the students will be able to work as sales specialists in different fields of business e.g. in banking and insurance. They will be able to develop sales processes and customer relationship management or work in an international business environment. The degree programme also provides the students with the basic skills for entrepreneurship.

Structure and Contents

The core competences of a Bachelor of Business Administration in Professional Sales include solid sales skills as well as comprehensive business competences. During the first year of studies, the curriculum consists of basic courses in business operations and entrepreneurship, law, marketing, IT and communication skills. From the second year onwards, the students specialize either in B2B sales, sales management or banking and insurance services. The students are also offered various real estate studies.

Fields of specialization

The specialization studies are based on the study modules the students choose. The specialization alternatives are:
B2B sales
sales in banking and insurance

Possible job titles include e.g. Sales Negotiator, Sales Coordinator, Key Account Manager, Sales Manager, Service Advisor, Insurance Claims Handler, Investment Advisor, Real Estate Agent

In B2B sales, customers are other companies or organizations and the focus is on selling expert services and solutions. It is important to understand customers’ field of business and their purchasing habits and to be able to improve customer relationship management and experience. The essential skills required in B2B sales include listening to the customers, understanding the needs of customer organizations and providing right solutions to solve the challenges. International business offers many career alternatives.

In banking and insurance, the focus is more and more on sales work and employees must have wide expertise and knowledge of financial services as routine tasks will be automated. The duties include sales and customer service, financing, investment advice and claims handling. This specialization provides the students with the professional skills for working in expert positions in banking and insurance business as well as in financing and risk management positions in companies. The emphasis lies on extensive studies in financial services, business operations, sales skills and customer service.

Real estate studies can be combined with both B2B studies and banking and insurance studies.

Objective

The emphasis in the studies lies on business-to-business selling in the marketing of services. The students’ professional development is based on extensive business studies and training in sales skills. The degree programme gives the students skills for a sales career in an international environment as part of the studies are conducted in English.

The Bachelors of Business Administration graduated from the degree programme master the specific issues within the specialization of their choice in a manner which makes them competent for work in the typical work tasks in their field, and gives them readiness to develop the professional practices in their field both as members of work communities and independently.

Development

The students learn to take responsibility for their studies and acquire new study skills. The studies include contact lessons and independent studies of business literature as well as assignments, practical training and team work. Cooperation with companies plays an essential role throughout the studies. Commissions from companies enhance learning and create contacts and networks for working life and innovation competences are trained by applying theory into practice.

Pedagogic solutions contribute to the students’ ability to work in changing conditions and their ability to adopt the concept of lifelong learning. Networking is an essential part of successful sales work.

Further information

Studies are evaluated on the basis of oral and written examinations, exercises and other performances. The grading scale is excellent (5), good (4 and 3), satisfactory (2 and 1), passed and failed.

The programme uses a variety of evaluation methods to review the quality of the programme. The programme is developed together with companies. A variety of methods is used to find out students’ views: eg. module feedback, annual feedback questionnaires and conversations with student representatives.