Study Guide

Objective

Students active listening, sales, presentation, project management, debating and negotiation skills will develop.
After the study unit student can:
- handle objections
- handle negotiations
- master all steps of sales and salesproject/management processes 

Content

Practice of skillsets in real or simulated customer transactions to develop sales competences
Case studies, role-plays, presentations, exercises, project work and possibly sales competition

Materials

All the material used in the course has been instructed and distributed on the course's Itslearning platform.

Teaching methods

The course is based on independent work and group work.

Working is both independent remote working and face-to-face teaching, in which case we delve into a certain theme of the subject area by discussing and presenting the results of group work.

By participating in a sales competition

Exam schedules

Assessment is based on learning tasks.
The times for returning individual learning tasks (individual and group work) are mentioned in Itslearning.

Passing the course requires completion of the group task section, at least 50% attendance in classes and participation in the sales competition.

International connections

The study course is implemented in accordance with innovation pedagogy, where studying is based on work-life-oriented learning and the development of innovation abilities. During the course, the student must play an active role and must independently take responsibility for his own learning and the implementation of learning tasks. The course is based on individual and group work, where the role of instructors is to support and guide the work.

Completion alternatives

Is not.

Student workload

The course consists of learning tasks to be done on adjacent floors, an extensive individual essay, and an analysis of the company's sales to be done as a group project. The analysis of own company's sales is presented to other small groups.
More detailed descriptions of learning tasks and instructions on the course's own Itslearning platform.

1 ECTS corresponds to 27 hours of student work, i.e. 5 ECTS = 135 hours.

Content scheduling

During the course, the student gets a versatile overview of sales, especially from a management perspective. During the course, e.g. the following subject areas/themes:

After completing the course, the student will be able to:
- apply the theories of sales competence and the sales process in practical sales discussions
- carries out the different stages of the sales conversation, from the opening of the conversation to getting a commitment from the customer
- proposes a solution based on needs mapping to the customer
- use the interaction skills required for the sales situation
- By participating in a sales competition

Timing:
Duration of the course, 1.1..-28.5.2024 (total of 12 short sessions)
A more detailed schedule of the course and the themes/topics of the next lessons are described on the course's Itslearning platform.

Further information

Communication to the teacher through the message of the itslearning platform.

Evaluation scale

H-5

Assessment methods and criteria

The course uses numerical evaluation.
Grades are used for successfully completed studies (5-step numerical scale):
5 = commendable
4 and 3 = good
2 and 1 = satisfactory
0 = rejected
The grade consists of:

- By participating in the sales situation of the lectures in the exercises 40%
- Demonstration of abilities in terms of sales and participation in the sales competition 40%
- Participation in lectures and the student's activity in lectures 20% (Lectures must be attended at least 50% in order to pass the course
All areas must be passed.

Assessment criteria, fail (0)

No performance.

Assessment criteria, satisfactory (1-2)

The student satisfactorily masters the basic concept of sales and understands its principles. The student can satisfactorily identify the opportunities and challenges of sales and can name only a few related actors and information sources. The student can satisfactorily identify how sales is related to his own field of study. The student can satisfactorily manage his own work, allocate resources to the tasks to be performed, work in a group and satisfactorily take into account the goals set by the teacher/assignment. The student is satisfactorily able to construct a concise and informative presentation and express himself in writing.
Attendance at lectures at least 50% in accordance. By participating in the Sales Competition.

Assessment criteria, good (3-4)

The student has a good command of the basic concepts of sales and understands its principle. The student is able to identify the opportunities and challenges of sales well and knows how to name actors and sources of information related to the topic. The student is able to identify well how sales are related to his own field of study. The student knows how to manage his own work well, allocates resources to the tasks to be performed and works in a group, and takes good account of the goals set by the teacher/assignment. The student is well able to construct a concise and informative presentation and express himself clearly in writing.
Attendance at lectures at least 50% in accordance. By participating in the Sales Competition.

Assessment criteria, excellent (5)

The student has an excellent command of the basic concepts of sales and understands its principle. The student is able to identify sales opportunities and challenges in an excellent and broader manner and knows how to name actors and information sources related to the topic. The student is excellent at describing how sales is related to his own field of study. The student is excellent at managing his own work, divides the resource between the tasks to be performed and works actively in the group, and takes excellent account of the goals set by the teacher/assignment. The student is excellently able to construct a concise and informative presentation and express himself clearly in writing.
Attendance at lectures at least 50% in accordance. By participating in the Sales Competition.

Objective

Students active listening, sales, presentation, project management, debating and negotiation skills will develop.
After the study unit student can:
- handle objections
- handle negotiations
- master all steps of sales and salesproject/management processes 

Content

Practice of skillsets in real or simulated customer transactions to develop sales competences
Case studies, role-plays, presentations, exercises, project work and possibly sales competition

Location and time

Fall semester 2018

Materials

Weitz, B. A., Castleberry S.B., Tanner Jr., J.F.: Selling, building partnerships, McGraw-Hill Irwing,7th edition
Sjodin, T. (2006), New Sales Sales Speak: 9 biggest Sale Presentation Mistakes and how to avoid them
International
Sales Training Student Fieldbook (ESC)
Articles, www pages and other material

Teaching methods

Case studies, role-plays, exercises, projects and sales competition

Employer connections

Real life cases are utilized

Exam schedules

Turku Sales Competition in March/April

International connections

Case studies, role-plays, Project work, presentations, exercises and sales competitions

Completion alternatives

No alternative

Student workload

Workshops and lectures 36 hours, project work 52, preparation for sales competitions and interaction in Turku Sales Competition 47 hours

Content scheduling

Practice of Sales Skillsets in real or simulated customer interactions to develop sales competences

Further information

Part of the Sales Semester

Evaluation scale

H-5

Assessment methods and criteria

Attendance and active participation 20 %
Skill tests and Sales competition 40 %
Project work attendance, contribution and evaluation 40 %.
Each portion need to be attended at least 50 %

Assessment criteria, fail (0)

Less than 50 % contribution to all evaluation criterias ( Attendance and active participation, Skill tests and Sales competition and Project work)

Assessment criteria, satisfactory (1-2)

The student has basic an understanding of the sales processes and can perform act in these processes by having the required skillsets and methods. The student is capable to understand principles of selling and customer interaction and has practiced the required skillsets with different methods and tools in real or simulated customer transactions. Students active listening, sales planning, execution and management, prospecting, consultative selling, supervisory and presentation skills have developed. The student can utilize handling objections, negotiations, closing, obtaining customer commitment and after sales.

Assessment criteria, good (3-4)

The student has adequate understanding of the sales processes and can perform sales professional person in these processes, including b to b and industrial service business by having adequate skillsets and methods. The student is capable to perform as sales professional by utilizing different sales styles, skills and tools under different stages and types of sales processes to add value in international business. The student is capable to understand strategic and operational levels of selling, different customer behavior, importance of sales leadership, key account management and customer interaction and has practiced the required skillsets with different methods and tools in real or simulated customer transactions. Students active listening, sales planning, execution and management, prospecting, consultative selling, supervisory and presentation skills have developed to a good level. The student can utilize well handling objections, negotiations, closing, utilization of various sales methods and tools, obtaining customer commitment and after sales.

Assessment criteria, excellent (5)

The student has a good an understanding of the sales processes and can perform act as a valuable sales professional person in these processes, including b to b and industrial service business by having the good skillsets and methods. The student is capable to perform as value adding sales professional by utilizing different sales styles, skills and tools under different stages and types of sales processes to add value in international business. The student is capable to understand strategic and operational levels of selling, different customer behavior, importance of sales leadership, key account management and customer interaction and has practiced the required skillsets with different methods and tools in real or simulated customer transactions. Students active listening, sales planning, execution and management, prospecting, consultative selling, supervisory and presentation skills have developed to a good level. The student can master handling objections, negotiations, closing, utilization of various sales methods and tools, obtaining customer commitment and after sales.

Objective

Students active listening, sales, presentation, project management, debating and negotiation skills will develop.
After the study unit student can:
- handle objections
- handle negotiations
- master all steps of sales and salesproject/management processes 

Content

Practice of skillsets in real or simulated customer transactions to develop sales competences
Case studies, role-plays, presentations, exercises, project work and possibly sales competition

Location and time

Fall semester 2018

Materials

Weitz, B. A., Castleberry S.B., Tanner Jr., J.F.: Selling, building partnerships, McGraw-Hill Irwing,7th edition
Sjodin, T. (2006), New Sales Sales Speak: 9 biggest Sale Presentation Mistakes and how to avoid them
International
Sales Training Student Fieldbook (ESC)
Articles, www pages and other material

Teaching methods

Case studies, role-plays, exercises, projects and sales competition

Employer connections

Real life cases are utilized

Exam schedules

Turku Sales Competition in April

International connections

Case studies, role-plays, Project work, presentations, exercises and sales competitions

Completion alternatives

No alternative

Student workload

Workshops and lectures 36 hours, project work 52 preparation for sales competitions and interaction in competitions 47 hours

Content scheduling

Practice of Sales Skillsets in real or simulated customer interactions to develop sales competences

Further information

Part of the Sales Semester

Evaluation scale

H-5

Assessment methods and criteria

Attendance and active participation 30 %
Skill tests and Sales competition 40 %
Project work attendance, contribution and evaluation 30 %.
Each portion need to be attended at least 50 %

Assessment criteria, fail (0)

Less than 50 % contribution to all evaluation criterias ( Attendance and active participation, Skill tests and Sales competition and Project work)

Assessment criteria, satisfactory (1-2)

The student has basic an understanding of the sales processes and can perform act in these processes by having the required skillsets and methods. The student is capable to understand principles of selling and customer interaction and has practiced the required skillsets with different methods and tools in real or simulated customer transactions. Students active listening, sales planning, execution and management, prospecting, consultative selling, supervisory and presentation skills have developed. The student can utilize handling objections, negotiations, closing, obtaining customer commitment and after sales.

Assessment criteria, good (3-4)

The student has adequate understanding of the sales processes and can perform sales professional person in these processes, including b to b and industrial service business by having adequate skillsets and methods. The student is capable to perform as sales professional by utilizing different sales styles, skills and tools under different stages and types of sales processes to add value in international business. The student is capable to understand strategic and operational levels of selling, different customer behavior, importance of sales leadership, key account management and customer interaction and has practiced the required skillsets with different methods and tools in real or simulated customer transactions. Students active listening, sales planning, execution and management, prospecting, consultative selling, supervisory and presentation skills have developed to a good level. The student can utilize well handling objections, negotiations, closing, utilization of various sales methods and tools, obtaining customer commitment and after sales.

Assessment criteria, excellent (5)

The student has a good an understanding of the sales processes and can perform act as a valuable sales professional person in these processes, including b to b and industrial service business by having the good skillsets and methods. The student is capable to perform as value adding sales professional by utilizing different sales styles, skills and tools under different stages and types of sales processes to add value in international business. The student is capable to understand strategic and operational levels of selling, different customer behavior, importance of sales leadership, key account management and customer interaction and has practiced the required skillsets with different methods and tools in real or simulated customer transactions. Students active listening, sales planning, execution and management, prospecting, consultative selling, supervisory and presentation skills have developed to a good level. The student can master handling objections, negotiations, closing, utilization of various sales methods and tools, obtaining customer commitment and after sales.