Study Guide

Objective

After completing the course, the student will be able to:
- recognise and develop own strengths as a salesperson, taking into account future sales needs.
- communicate in dialogue with the customer.
- proceed in the sales process with customer orientation to close the deal

Content

- developing own sales and negotiation skills with a view to future sales
- characteristics of dialogue and the importance of interaction
- negotiation exercises at different stages of the sales process

Materials

Provided during the course. Course relies on ItsLearning -platform.

Teaching methods

In addition to contact teaching, the course may utilize videos, case exercises. Moreover students interview sales professionals during the course.

Exam schedules

No exam.

International connections

The course promotes active learning and problem-solving in simulated sales situations. Sustainability is emphasized through responsible and customer-centric sales approaches.

Completion alternatives

No.

Student workload

Interview assignments: 2 B2B sales-related interviews
Reflection and case tasks
Final report/learning diary.
Sales competitions (judge or competitor)

135 h.

Content scheduling

The course consists of three contact teaching sessions and independent learning tasks. Moreover, students are expected to do tasks related to sales competitions organized by Turku UAS.

Further information

ItsLearning.

Evaluation scale

H-5

Assessment methods and criteria

Participation in contact sessions (20%).
Learning tasks and interviews (40%).
Final report (40%).

NOTE! Student must participate minimum 2/3 lectures. If student fails this, he/she can not pass the course.

Assessment criteria, fail (0)

Does not meet course objectives and fails to participate sufficiently (min. 2/3 contact sessions).

Assessment criteria, satisfactory (1-2)

The student demonstrates a basic understanding of customer-centric sales, but the knowledge remains superficial.

Exercises show partial inconsistency or incompleteness,

Independent tasks, such as reflections and the final report, show limited independent thinking and analysis.

The student has problems with writing skills.

Assessment criteria, good (3-4)

The student masters the key principles of customer-centric sales
Exercises are consistent, though practical application as well as student's showing own thinking & insight may occasionally lack depth.
Independent tasks demonstrate an analytical approach and reflection, though the depth may vary.
Participation in contact sessions is active.
The written language is good and reader-friendly. Instructions are followed.

Assessment criteria, excellent (5)

The student demonstrates a deep understanding of customer-centric sales.
The submitted assignments are of high quality and showcase excellent practical application and profound independent thinking.
Independent tasks and the final report include in-depth analysis and exceptional insights.
The student actively participates in contact sessions.
The language and style of the student's written submissions are excellent, and the provided instructions have been followed meticulously.