Degree Programme in Professional Sales
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
Unit
Engineering and Business
Campus
Lemminkäisenkatu
Teaching languages
- English
Degree programmes
- Degree Programme in Professional Sales
Teachers
- Arto Kuuluvainen
Groups
-
PMYYNS22
Objective
Students active listening, debating and negotiation skills will develop.
After completing the course student can
- understand all steps of Business Negotiations preparation, execution and evaluation.
- handle basic Business Negotiations in an international environment.
Content
- Practice of skillsets in real or simulated Business Negotiations to develop related competences.
- Relevant theory, case studies, role-plays, exercises, group work and possibly Business Negotiations Competition.
Materials
European Sales Competition Manual 2019/2020
Articles, podcasts, and webinars announced during class
Teaching methods
The learning methods of the course consist of practical role-playing exercises, case exercises & participation in the sales competition. Moreover, some practical working-life related exercises or group works may be done during the course.
The coaching is mainly based on the European Sales Competition Manual.
Exam schedules
The course cannot be retaken; it must be completed by participating in the course and fulfilling its requirements.
International connections
Theory sessions in class
Role-playing exercises
Case exercises
Participating to the competition
Course book, current articles, podcasts, and webinars on sales
Student workload
Participation in exercises during class: 40%
Completion of case exercises (& possible other assignments like group works): 40%
Participation to the competition: 20%
A minimum participation rate of 50% is required. Participation to the competition is required for passing the course.
Content scheduling
The course consists of negotiation coaching sessions (online and onsite) & participation to the competition.
Further information
Relevant information and materials related to the course will be shared in the learning environment. The teaching takes place at the Kupittaa campus and in online-environment (e.g. Teams).
Evaluation scale
H-5
Assessment methods and criteria
Participation in exercises during class: 30%
Completion of case exercises (& possible other assignments/activities like e.g. group works): 40%
Participation to the competition: 30%
A minimum participation rate of 50% is required. Participation to the competition is required for passing the course.
Assessment criteria, fail (0)
Failure to participate in exercises and the competition
Participation rate below 50%
Assessment criteria, satisfactory (1-2)
Participation in sessions & exercises
Completion of the case assignment(s) and other assignments at a satisfactory level
Participation to the competition
Assessment criteria, good (3-4)
Active participation in sessions & exercises
Completion of the case & other assignments at a good level
Participation to the competition
Assessment criteria, excellent (5)
Active participation and demonstration of excellent skills in sessions & exercises
Excellent participation rate
Completion of the case & other assignments at an excellent level
Participation to the competition
Final placement in the competition
Enrollment
01.12.2023 - 15.01.2024
Timing
08.01.2024 - 17.05.2024
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
- Degree Programme in Business
Teachers
- Pinja Palm
Groups
-
LTOPS23HLTOPS23H
-
LTOPS23ILTOPS23I
-
LTOPS23JLTOPS23J
-
LTOPS23KLTOPS23K
-
LTOPS23DLTOPS23D
-
LTOPS23ELTOPS23E
-
LTOPS23FLTOPS23F
-
LTOPS23GLTOPS23G
-
LTOPS23CLTOPS23C
-
LTOPS23ALTOPS23A
-
LTOPS23BLTOPS23B
Objective
The student is able to
- make calculations of a company's day-to-day operations using Excel
- estimate the true cost of different funding options
- present the results in a clear and proper way.
Content
- percentage, Simple and Compound Interest
- financing options
- investment calculations
- using Excel for editing, analyzing and presenting data
Evaluation scale
H-5
Enrollment
02.07.2023 - 31.07.2023
Timing
01.08.2023 - 18.12.2024
Number of ECTS credits allocated
15 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Lemminkäisenkatu
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Saara Tikkanen
- Päivi Killström
- Pia Lindgren
- Riikka Kulmala
- Kari Juhala
- Katja Repo
- Jarmo Ahonen
- Taru Kankaanpää
- Pia Lindman
- Jari Leppihalme
- Marita Nummi-Wikström
- Anne-Marie Jünger
- Kai Schleutker
- Jaana Merikallio
- Maria Välivirta Havia
- Sanna Merisalo
- Eeva Lehtinen
- Janne Granfors
Groups
-
PLIITS20marPLIITS20mar
-
PLIITS20
-
PLIISS20
-
PMYYNS20
-
PLIITS20baPLIITS20ba
-
PLIITS20MWLPLIITS20MWL
-
PLIITS20tahaPLIITS20taha
Evaluation scale
H-5
Enrollment
15.08.2023 - 15.11.2023
Timing
19.09.2023 - 31.12.2024
Number of ECTS credits allocated
15 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Saara Tikkanen
- Annika Karppelin
- Pia Lindgren
- Päivi Killström
- Riikka Kulmala
- Kari Juhala
- Susanna Saari
- Katja Repo
- Jarmo Ahonen
- Taru Kankaanpää
- Pia Lindman
- Jari Leppihalme
- Telle Tuominen
- Marita Nummi-Wikström
- Anne-Marie Jünger
- Jaana Merikallio
- Sanna Merisalo
- Maria Välivirta Havia
- Eeva Lehtinen
Groups
-
PLIISS21
-
PLIITS21marPLIITS21mar
-
PLIITS21tahaPLIITS21taha
-
PMMWES21
-
PLIITS21baPLIITS21ba
Evaluation scale
H-5
Enrollment
12.08.2023 - 10.09.2023
Timing
11.09.2023 - 24.12.2024
Number of ECTS credits allocated
15 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Kai Schleutker
- Anne-Marie Jünger
- Katariina Pajuranta
- Timo Holopainen
- Arto Kuuluvainen
Groups
-
PMYYNS21
Evaluation scale
H-5
Enrollment
02.12.2023 - 09.01.2024
Timing
30.01.2024 - 12.04.2024
Number of ECTS credits allocated
5 op
Virtual portion
5 op
Mode of delivery
Distance learning
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Seats
0 - 250
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- TELI5 Virtuaalihenkilö YRMY
Groups
-
LTOPS23HLTOPS23H
-
LTOPS23ILTOPS23I
-
LTOPS23JLTOPS23J
-
LTOPS23KLTOPS23K
-
LTOPS23DLTOPS23D
-
LTOPS23ELTOPS23E
-
LTOPS23FLTOPS23F
-
LTOPS23GLTOPS23G
-
LTOPS23CLTOPS23C
-
LTOPS23ALTOPS23A
-
LTOPS23BLTOPS23B
Objective
Students are able to use legal thinking in business related matters and are familiar with the principles and procedures of legal matters. The student is able to make contracts related to daily business and knows the regulation of marketing products and services. With regard to labor law the student is familiar with regulations related to employment contracts and collective agreements, so that he / she is able to resolve issues related to employment relationships in his / her work duties, if necessary. The student knows basics of company law for corporate administration and own business.
Evaluation scale
H-5
Enrollment
01.06.2023 - 12.09.2023
Timing
11.09.2023 - 12.12.2023
Number of ECTS credits allocated
5 op
Virtual portion
2 op
Mode of delivery
60 % Contact teaching, 40 % Distance learning
Unit
Engineering and Business
Campus
Lemminkäisenkatu
Teaching languages
- Finnish
Seats
20 - 100
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Minna Björkberg-Suominen
Groups
-
LTOPS23HLTOPS23H
-
LTOPS23DLTOPS23D
-
LTOPS23ELTOPS23E
-
LTOPS23FLTOPS23F
-
LTOPS23GLTOPS23G
-
LTOPS23CLTOPS23C
-
LTOPS23ALTOPS23A
-
LTOPS23BLTOPS23B
Objective
Opiskelija aktivoi ruotsin kieltään, niin että hän ymmärtää puhuttua ja kirjoitettua kieltä sekä osaa tuottaa sitä arkipäivän tilanteissa. Lisäksi hän hallitsee ruotsin kielen keskeiset rakenteet. Tämän opintojakson jälkeen opiskelija pystyy paremmin seuraamaan tulevia pakollisia ruotsin opintojaksoja. Opintojaksoa suositellaanniille, jotka kokevat ruotsin taitonsa puutteelliseksi.
Evaluation scale
H-5
Enrollment
01.06.2023 - 10.09.2023
Timing
11.09.2023 - 12.12.2023
Number of ECTS credits allocated
5 op
Virtual portion
4 op
Mode of delivery
20 % Contact teaching, 80 % Distance learning
Unit
Engineering and Business
Campus
Lemminkäisenkatu
Teaching languages
- Finnish
- Svenska
Seats
20 - 100
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Sanna Simola
Groups
-
LTOPS23ILTOPS23I
-
LTOPS23JLTOPS23J
-
LTOPS23KLTOPS23K
Objective
Opiskelija aktivoi ruotsin kieltään, niin että hän ymmärtää puhuttua ja kirjoitettua kieltä sekä osaa tuottaa sitä arkipäivän tilanteissa. Lisäksi hän hallitsee ruotsin kielen keskeiset rakenteet. Tämän opintojakson jälkeen opiskelija pystyy paremmin seuraamaan tulevia pakollisia ruotsin opintojaksoja. Opintojaksoa suositellaanniille, jotka kokevat ruotsin taitonsa puutteelliseksi.
Evaluation scale
H-5
Enrollment
01.06.2023 - 22.09.2023
Timing
01.08.2023 - 31.12.2023
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Campus
Lemminkäisenkatu
Teaching languages
- Finnish
- English
Degree programmes
- Degree Programme in Professional Sales
Teachers
- Harri Lappalainen
- Timo Holopainen
- Jaakko Haltia
Groups
-
PMYYNS21
Objective
Having completed the course the student
- finds out different solution options to complex business cases
- is able to evaluate options compared to objectives set for the solution
- is able to choose and justify the best solution
Evaluation scale
H-5
Enrollment
01.06.2023 - 11.09.2023
Timing
04.09.2023 - 17.11.2023
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
- Eeva Lehtinen
Groups
-
PMYYNS22
Objective
In the Customer Relationship Management (CRM), successful acquisition and retention of profitable customers, integrative channel and partnership management, and analytical data management are among the most essential topics. Students can use calculation methods which are related to business to business sales and are able to do a pricing model for a product or service.
Content
- CRM
- Pricing
- Calculation models
- Calculation methods
Evaluation scale
H-5
Enrollment
01.06.2023 - 15.09.2023
Timing
04.09.2023 - 05.12.2023
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
- Sanna Merisalo
- Taru Lehtinen
Teacher in charge
Taru Lehtinen
Groups
-
PMYYNS22
Objective
Student
- recognizes various communication types in the sales process: marketing communication, telephone contacting, face-to-face negotiations and written sales communication
- knows her or his own communication styles and preferences
Evaluation scale
H-5
Enrollment
02.12.2023 - 31.12.2023
Timing
01.01.2024 - 31.05.2024
Number of ECTS credits allocated
1 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Seats
1 - 10
Degree programmes
- Degree Programme in Professional Sales
Teachers
- Telle Tuominen
Objective
Upon completion of this course, the students will be able to analyze the mobility needs of travelers and the accessibility of the company and the tourist destination.
Content
Travel and transportation services, passenger information, travel chains, safety and security of transport services
Evaluation scale
H-5
Enrollment
02.07.2023 - 31.07.2023
Timing
01.08.2023 - 31.12.2023
Number of ECTS credits allocated
2 - 10
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Lemminkäisenkatu
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Marianne Renvall
- Arto Kuuluvainen
Groups
-
PLIITS21marPLIITS21mar
-
PMYYNS21
Objective
Having completed the course the student is able to:
-understand the business model of the client company
-listen to the customer and suggest solutions that create value in sales and marketing
-develop and improve sales and marketing together with the client.
Evaluation scale
H-5
Enrollment
01.11.2023 - 30.11.2023
Timing
01.12.2023 - 30.06.2024
Number of ECTS credits allocated
2 - 10
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Marianne Renvall
- Arto Kuuluvainen
Groups
-
PMYYNS22
-
PLIITS22MARPLIITS22MAR
Objective
Having completed the course the student is able to:
-understand the business model of the client company
-listen to the customer and suggest solutions that create value in sales and marketing
-develop and improve sales and marketing together with the client.
Evaluation scale
H-5
Enrollment
01.12.2023 - 12.01.2024
Timing
01.01.2024 - 27.05.2024
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
- Degree Programme in Business
Teachers
- Eeva Lehtinen
- Katja Repo
- Pia Lindman
- Jari Leppihalme
Groups
-
LTOPS23HLTOPS23H
-
LTOPS23ILTOPS23I
-
LTOPS23JLTOPS23J
-
LTOPS23KLTOPS23K
-
LTOPS23DLTOPS23D
-
LTOPS23ELTOPS23E
-
LTOPS23FLTOPS23F
-
LTOPS23GLTOPS23G
-
LTOPS23CLTOPS23C
-
LTOPS23ALTOPS23A
-
LTOPS23BLTOPS23B
Objective
After completion of the study unit the student is able to
- complete an accounting period for a small company by using accounting software
- calculate value-added tax and the amount of employer's contributions in the monthly bookkeeping
- calculate the company's taxable income based on bookkeeping
- calculate payable taxation for the employee
- read and analyze financial statement reports
Content
- accounting rules/principles
- payroll accounting
- value-added tax
- information on employer's contributions and value-added tax to the authorities
- accounting deferrals and financial statement
- basics of direct taxation
- analysis of financial statement reports
Evaluation scale
H-5
Enrollment
02.08.2023 - 31.08.2023
Timing
01.09.2023 - 29.10.2023
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
- Antti Koivuniemi
Groups
-
PMYYFS22Finacial Services
-
LEMMODLIPAFinanssialanToimintaymparistoPMYYNS18LiPa Finanssialan toimintaympäristö PMYYNS18
Objective
The student can:
- interpret financial reports
Content
Financial Reports
Evaluation scale
H-5
Enrollment
02.08.2023 - 06.09.2023
Timing
01.09.2023 - 31.12.2023
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
- Heidi Kurvinen
Groups
-
PMYYFS22Finacial Services
-
LEMMODLIPAPankkiJaVakuutustoimintaPMYYNS18LiPa Pankki- ja vakuutustoiminta PMYYNS18
Objective
The student can:
- recognize various risks
- give examples how to manage them
- advice customers in insurance matters
- act in insurance sector
Content
Risk management
Insurance companies
Insurances
Evaluation scale
H-5
Enrollment
01.12.2023 - 15.01.2024
Timing
15.01.2024 - 01.04.2024
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
- English
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Saara Tikkanen
- Arto Manninen
Groups
-
LTOPS23HLTOPS23H
-
LTOPS23ILTOPS23I
-
LTOPS23JLTOPS23J
-
LTOPS23KLTOPS23K
-
LTOPS23DLTOPS23D
-
LTOPS23ELTOPS23E
-
LTOPS23FLTOPS23F
-
LTOPS23GLTOPS23G
-
LTOPS23CLTOPS23C
-
LTOPS23ALTOPS23A
-
LTOPS23BLTOPS23B
Objective
Having completed the course, the student is able to
- define basic terms
- describe most common business models
- apply simple business model analysis
Content
- basic characteristics of digital business
- the most common tools and model used in digital business
- basic methods for business model analysis
Completion alternatives
N/A
Evaluation scale
H-5
Enrollment
01.12.2023 - 11.01.2024
Timing
11.01.2024 - 21.03.2024
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Seats
15 - 30
Degree programmes
- Degree Programme in Professional Sales
Teachers
- Saara Tikkanen
Groups
-
PMYYNS22
Objective
Student is able:
- to create and develop business relationships in B-to-B markets
Content
Managing customers
Customer experience
Evaluation scale
H-5
Enrollment
02.07.2023 - 31.07.2023
Timing
01.08.2023 - 31.12.2023
Number of ECTS credits allocated
2 - 10
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Lemminkäisenkatu
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Marianne Renvall
- Arto Kuuluvainen
Groups
-
PLIITS21marPLIITS21mar
-
PMYYNS21
Objective
Student is able to
- manage the working of sales and marketing teams
- manage sales and marketing processes
- analyze challenges related to sales management and to take required actions
- lead and coach salespeople
- evaluate and develop salespeople and sales functions
Content
.
Evaluation scale
H-5
Enrollment
01.11.2023 - 30.11.2023
Timing
01.12.2023 - 30.06.2024
Number of ECTS credits allocated
2 - 10
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Marianne Renvall
- Arto Kuuluvainen
Groups
-
PMYYNS22
-
PLIITS22MARPLIITS22MAR
Objective
Student is able to
- manage the working of sales and marketing teams
- manage sales and marketing processes
- analyze challenges related to sales management and to take required actions
- lead and coach salespeople
- evaluate and develop salespeople and sales functions
Content
.
Evaluation scale
H-5
Enrollment
01.06.2023 - 04.10.2023
Timing
01.08.2023 - 20.12.2023
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
- Timo Holopainen
Groups
-
PMYYNS21
Objective
Having completed the course the student is able to select and use adequate methods in a development project
Content
- development methods and tools in working life
- interview and survey
- documentation
- ethics in development work
Evaluation scale
Hyväksytty/Hylätty
Enrollment
02.12.2023 - 14.01.2024
Timing
01.01.2024 - 15.04.2024
Number of ECTS credits allocated
3 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business Logistics
Teachers
- Babi Lyrintzis
Groups
-
PMYYFS22Finacial Services
-
PLILOS22KULJPLILOS22Transport
-
PLILOS22HANKPLILOS22Purchasing
Objective
Having completed the course the student is able to select and use adequate methods in a development project
Content
- development methods and tools in working life
- interview and survey
- documentation
- ethics in development work
Evaluation scale
Hyväksytty/Hylätty
Enrollment
02.12.2023 - 09.01.2025
Timing
01.01.2024 - 16.05.2024
Number of ECTS credits allocated
3 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
Teachers
- Marjo Kumpula
- Heidi Kurvinen
Groups
-
PMYYFS22Finacial Services
-
LEMMODLIPASyventavaFinanssialanOsaaminenLEMMODLIPASyventavaFinanssialanOsaaminen
Objective
The student deepens his/her knowledge in different kinds of insurance e.g. third party insurance ( liability) and insurance of property. The students know the social security system as a whole and how it operates. In service situations they can guide and advise customers and sell insurances.
Content
Property and Liability Insurance
Retirement pension insurance
Health insurance
Insurance against accidents required by law
Unemployment insurance
Workers’ group life insurance
Voluntary personal insurance
Evaluation scale
H-5
Enrollment
02.12.2023 - 10.01.2024
Timing
01.01.2024 - 25.05.2024
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
- Marjo Kumpula
- Jukka Rantala
- Heidi Kurvinen
- Antti Koivuniemi
Groups
-
PMYYFS22Finacial Services
Objective
The students learn critical use of theoretical and methodological sources in their own field of study and get used to write about their own field of study. Students can draft a viable plan for their Bachelor’s thesis and start it.
Evaluation scale
Hyväksytty/Hylätty
Enrollment
01.06.2023 - 03.09.2023
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
- Degree Programme in Business
Teachers
- Jarmo Ahonen
Groups
-
PLIITS21tahaPLIITS21taha
-
PMMWES21
Materials
Will be defined during the course.
Teaching methods
Lectures and exercises. A practical project from industry.
Exam schedules
The exam dates will be announced during the course.
International connections
Lectures, supervised exercises, and individual exercises. Exercises may include project work or an assgnment.
Completion alternatives
No alternatives.
Student workload
The effort of an individual student is 5 cr.
Content scheduling
The basics of research methods
- The role of research methods
- Research methods as problem solving tools
- Background information
- Qualitative and quantitative methods
- Planning a research
- Performing a research
- Analyzing results
- Reporting a research
This implementaation is especially suitable for those who plan further or additional studies in the master-programmes of research universities or the master-programmes of the universities of applied sciences.
Evaluation scale
H-5
Assessment methods and criteria
The exercises and activity makes 50% of the evaluation and the exam is the rest. All exercises and the exam have to be passed in order to pass the course.
Assessment criteria, fail (0)
Missing exercises or the exam is not passed.
Assessment criteria, satisfactory (1-2)
All exercises and exam passed.
Assessment criteria, good (3-4)
Good skills of the topics covered in the course and proven skill to apply the contents of the course.
Assessment criteria, excellent (5)
Excellent skills of the topics covered in the course and proven skill to apply the contents of the course independently.
Enrollment
02.12.2023 - 31.12.2023
Timing
01.01.2024 - 30.04.2024
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Seats
15 - 50
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Jarmo Ahonen
Groups
-
PLIITS22BOMPLIITS22BOM
-
PMMWES22
-
PLIITS22TAHAPLIITS22TAHA
Materials
Will be defined during the course.
Teaching methods
Lectures and exercises. A practical project from industry.
Exam schedules
The exam dates will be announced during the course.
International connections
Lectures, supervised exercises, and individual exercises. Exercises may include project work or an assgnment.
Completion alternatives
No alternatives.
Student workload
The effort of an individual student is 5 cr.
Content scheduling
The basics of research methods
- The role of research methods
- Research methods as problem solving tools
- Background information
- Qualitative and quantitative methods
- Planning a research
- Performing a research
- Analyzing results
- Reporting a research
This implementaation is especially suitable for those who plan further or additional studies in the master-programmes of research universities or the master-programmes of the universities of applied sciences.
Evaluation scale
H-5
Assessment methods and criteria
The exercises and activity makes 50% of the evaluation and the exam is the rest. All exercises and the exam have to be passed in order to pass the course.
Assessment criteria, fail (0)
Missing exercises or the exam is not passed.
Assessment criteria, satisfactory (1-2)
All exercises and exam passed.
Assessment criteria, good (3-4)
Good skills of the topics covered in the course and proven skill to apply the contents of the course.
Assessment criteria, excellent (5)
Excellent skills of the topics covered in the course and proven skill to apply the contents of the course independently.
Enrollment
08.01.2024 - 14.03.2024
Timing
15.03.2024 - 31.07.2024
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Seats
15 - 50
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Jarmo Ahonen
Groups
-
PLIITS22BOMPLIITS22BOM
-
PMMWES22
-
PLIITS22TAHAPLIITS22TAHA
Materials
Will be defined during the course.
Teaching methods
Lectures and exercises. A practical project from industry.
Exam schedules
The exam dates will be announced during the course.
International connections
Lectures, supervised exercises, and individual exercises. Exercises may include project work or an assgnment.
Completion alternatives
No alternatives.
Student workload
The effort of an individual student is 5 cr.
Content scheduling
The basics of research methods
- The role of research methods
- Research methods as problem solving tools
- Background information
- Qualitative and quantitative methods
- Planning a research
- Performing a research
- Analyzing results
- Reporting a research
This implementaation is especially suitable for those who plan further or additional studies in the master-programmes of research universities or the master-programmes of the universities of applied sciences.
Evaluation scale
H-5
Assessment methods and criteria
The exercises and activity makes 50% of the evaluation and the exam is the rest. All exercises and the exam have to be passed in order to pass the course.
Assessment criteria, fail (0)
Missing exercises or the exam is not passed.
Assessment criteria, satisfactory (1-2)
All exercises and exam passed.
Assessment criteria, good (3-4)
Good skills of the topics covered in the course and proven skill to apply the contents of the course.
Assessment criteria, excellent (5)
Excellent skills of the topics covered in the course and proven skill to apply the contents of the course independently.
Enrollment
07.12.2023 - 07.01.2024
Timing
08.01.2024 - 10.04.2024
Number of ECTS credits allocated
2 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Seats
20 - 50
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business Logistics
Teachers
- Laura Nurminen
Groups
-
PMYYFS22Finacial Services
-
PLILOS22KULJPLILOS22Transport
-
PLILOS22HANKPLILOS22Purchasing
Objective
Having completed the course, the student is able to define the basics of scientific writing. produce coherent and fluent scientific text. draw up a formally correct scientific report.
Content
Scientific writing
Scientific text
Drawing up a scientific report
Evaluation scale
Hyväksytty/Hylätty
Enrollment
01.06.2023 - 04.09.2023
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
-
PMYYNS21
Objective
The student is able:
• to execute sales management
• to analyze problems related to sales management and to make decisions
• to organize sales functions, tasks and responsibilities
• to lead and train salespeople
• to evaluate and develop salespeople and sales functions
Content
• Alignment of the sales strategies with company and marketing strategies
• Organizing sales functions and sales channels
• Leading sales force
• Recruiting, rewarding and motivating sales force
• Training and developing sales skills
• Managing ethical issues related to selling
• Target setting and pipeline management
• Evaluating performance of the salespeople
Evaluation scale
H-5
Enrollment
04.12.2023 - 25.01.2024
Timing
03.01.2024 - 20.05.2024
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
Teachers
- Babi Lyrintzis
Objective
The student is able:
• to execute sales management
• to analyze problems related to sales management and to make decisions
• to organize sales functions, tasks and responsibilities
• to lead and train salespeople
• to evaluate and develop salespeople and sales functions
Content
• Alignment of the sales strategies with company and marketing strategies
• Organizing sales functions and sales channels
• Leading sales force
• Recruiting, rewarding and motivating sales force
• Training and developing sales skills
• Managing ethical issues related to selling
• Target setting and pipeline management
• Evaluating performance of the salespeople
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
01.12.2023 - 08.01.2024
Timing
08.01.2024 - 29.03.2024
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Seats
15 - 28
Degree programmes
- Degree Programme in Professional Sales
Teachers
- Taru Kankaanpää
- Arto Kuuluvainen
Groups
-
PMYYNS22
Objective
The student is able:
- to apply the theories of personal selling and sales process in practical sales conversations
- to execute the different stages of the sales conversation from the opening to the closing of the sale
- to formulate a solution to the customer based on the needs identification
- to use interaction skills appropriate to the sales situation
- to plan a manuscript and to execute it in the sales competition organized by Turku and Haaga-Helia Universities of Applied Sciences .
Content
- - Customer and product knowledge
- Practical training of the sales conversation stages
- Buyer-seller role-plays
- Video-recording and analyzing sales conversations
- Coaching and sparring
Evaluation scale
H-5
Enrollment
01.06.2023 - 15.09.2023
Timing
01.08.2023 - 31.12.2023
Number of ECTS credits allocated
2 - 10
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Lemminkäisenkatu
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Marianne Renvall
- Arto Kuuluvainen
Groups
-
PLIITS21marPLIITS21mar
-
PMYYNS21
Objective
Having completed the course the student is able to
- create and maintain connections with organizations and companies
- plan, implement and report a development project
Evaluation scale
H-5
Enrollment
01.12.2023 - 10.01.2024
Timing
10.01.2024 - 08.05.2024
Number of ECTS credits allocated
2 - 10
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Marianne Renvall
- Arto Kuuluvainen
Groups
-
PMYYNS22
-
PLIITS22MARPLIITS22MAR
Objective
Having completed the course the student is able to
- create and maintain connections with organizations and companies
- plan, implement and report a development project
Evaluation scale
H-5
Enrollment
01.12.2023 - 08.01.2024
Timing
08.01.2024 - 31.05.2024
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Seats
0 - 260
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Mikko Niskanen
Groups
-
LTOPS23DLTOPS23D
-
LTOPS23ELTOPS23E
-
LTOPS23CLTOPS23C
-
LTOPS23ALTOPS23A
-
LTOPS23BLTOPS23B
Objective
Student is able to
- use basic terminology related to sales and marketing
- define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and use customer-oriented practices
- understand role of sales and marketing for the business
Materials
Philip T. Kotler & Gary Armstrong: Principles of Marketing. 17th Global Edition.
Bergström, Seija & Leppänen, Arja: Yrityksen asiakasmarkkinointi. Edita.
Books are used as background material.
Other is in the ItsLearning
Teaching methods
Independent study
Familiarity with literature and other material
Contact teaching and groupworks
Exam schedules
No exam, Assessment based on group performance
International connections
Independent studies, lectures, online exercies, group works, and project based learning.
Student workload
36 hours: lections and group presentations (2x2h/week)
63 hours: studying course materials and individual planning
36 hours: Study team work
Content scheduling
Student
- knows how to use the basic concepts of sales and marketing
- can identify factors behind purchasing behavior and factors that generate value for the customer
- can describe the stages of the sales process and act customer-oriented
- outlines the role of sales and marketing in the organization's business
- 2h lecture for the entire course once a week
- 2 hours of decomposing the outputs of small groups every week in small groups
Preliminary schedule. The week number is the sequence number of the work week of the course, not the calendar week. The course may be scheduled anywhere during the spring, the schedule planners decide. The dates in the Timing section may change as the schedules are completed.
Lectures: Group work:
1) Start. None
Product
2) PESTLE Presentation: Group product
3) Customer Presentation: PESTLE
4) Distribution Presentation: Customer
5) Pricing Presentation: Distribution
6) Communication Presentation: Pricing
7) Sales Presentation: Communication
8) Budget + plan Presentation: Sales
9) No lecture, guidance in writing the plan. Presentations of marketing campaigns
10) No lecture. Return of marketing plans to Its
Further information
The course is implemented on campus. The classes marked in the reading schedule are contact teaching on campus, unless otherwise specifically instructed. Lessons or group work cannot be attended remotely and are not recorded. Student groups can also organize their own meetings online.
The course prepares a marketing campaign plan for the selected product. Each small group has a different product.
Each week there is a common lecture on one topic for everyone (See "Content and timing")
The following week, the small groups will present a part of this topic related to their own product (PowerPoint presentation, return to Its and presentation in group work class).
During the following week, the small groups write the corresponding chapter in their marketing plan (MS Word) based on the presentation and the comments received from it, and return it to Its.
At the end of the course, a final marketing plan is compiled from these plans and presented.
Evaluation scale
H-5
Assessment methods and criteria
Presentations of group works:
The whole group must be involved in presenting the work, i.e. group work hours are mandatory. 1 absence/student is allowed without penalty or explanation. After that, each absence without an acceptable reason lowers the grade by one digit. 4 or more absences will cause the course to be failed.
Absences are acceptable due to illness, a child's illness or another compelling reason. The reason for the absence must be verified to the teacher. Working or participating in other education is not an acceptable reason.
Everyone must make an equal contribution to doing the work. If a member of the group does not participate in the work, the group must report the matter to the teacher, who will clarify the matter by discussing it with the group. If the student has not participated in the individual group work at all without an acceptable reason, the group must omit his name from the return of the group work. This also means that the course will be failed for the student.
Group work presentations are evaluated on a scale of 0 (Rejected), 1-5. As a rule, the whole group gets the same grade.
Group work plans are evaluated as Pass/Fail. All must be returned with approval.
The whole plan (return in the last week) is rated 0 (Rejected), 1-5. A rejected plan means the entire course is failed. As a rule, the whole group gets the same grade,
The average of the grades of group work presentations constitutes 60% of the grade of the entire course.
The grade of the entire plan constitutes 40% of the grade of the entire course.
As a general rule, the whole group gets the same grade, but if necessary, the matter can be discussed with the teacher, if this is deemed necessary.
Assessment criteria, fail (0)
The work is completely incomplete or incorrect
Assessment criteria, satisfactory (1-2)
Things were dealt with in a concise, list-based way and did not fully care about the task
Contradiction and inconsistency
Totally incomplete reasoning
Assessment criteria, good (3-4)
The main content was raised somewhat well
Little or no irrelevant material
There is no noticeable personal reflection on things
There is little justification
Written work clear
Assessment criteria, excellent (5)
Important main content presented very comprehensively
The matter has been described and evaluated from several different points of view, making very extensive use of existing source material
Presented reflections, arguments, own views and conclusions in a very rich, comprehensive and consistent way
Written work very clear and logical
Enrollment
02.12.2023 - 31.01.2024
Timing
01.01.2024 - 30.05.2024
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Seats
0 - 130
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Jaakko Haltia
Groups
-
LTOPS23HLTOPS23H
-
LTOPS23ILTOPS23I
-
LTOPS23JLTOPS23J
-
LTOPS23KLTOPS23K
-
LTOPS23FLTOPS23F
-
LTOPS23GLTOPS23G
Objective
Student is able to
- use basic terminology related to sales and marketing
- define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and use customer-oriented practices
- understand role of sales and marketing for the business
Teaching methods
Independent study
Familiarity with literature and other material
Online teaching
Contact teaching
small group working
International connections
Independent studies, lectures, online exercies, group works, and project based learning.
Content scheduling
Student is able to
- use basic terminology related to sales and marketing
- define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and use customer-oriented practices
- understand role of sales and marketing for the business
The timing will be confirmed when the schedules are completed, but tentatively
- 2h for the whole group once a week, for 9 weeks
- 2h of group presentations in small groups 3-4 times during study
Evaluation scale
H-5
Assessment methods and criteria
Each group work is assessed on a scale of 0, 1-5 or H
Arviointiasteikko H-5
Assessment criteria, fail (0)
The work is completely incomplete or incorrect
Assessment criteria, satisfactory (1-2)
Things were dealt with in a concise, list-based way and did not fully care about the task
Contradiction and inconsistency
Totally incomplete reasoning
Assessment criteria, good (3-4)
The main content was raised somewhat well
Little or no irrelevant material
There is no noticeable personal reflection on things
There is little justification
Written work clear
Assessment criteria, excellent (5)
Important main content presented very comprehensively
The matter has been described and evaluated from several different points of view, making very extensive use of existing source material
Presented reflections, arguments, own views and conclusions in a very rich, comprehensive and consistent way
Written work very clear and logical
Enrollment
01.06.2023 - 04.09.2023
Timing
04.09.2023 - 06.12.2023
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Campus
Lemminkäisenkatu
Teaching languages
- Finnish
Seats
0 - 50
Degree programmes
- Degree Programme in Professional Sales
Teachers
- Paula Savolainen
Groups
-
PMYYNS21
Objective
Student is able to
- create and maintain contacts with commissioners
- plan, execute and report a sales project together with project team.
Evaluation scale
H-5
Enrollment
01.12.2023 - 15.01.2024
Timing
15.01.2024 - 12.05.2024
Number of ECTS credits allocated
5 op
RDI portion
2 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Seats
15 - 50
Degree programmes
- Degree Programme in Professional Sales
Teachers
- Paula Savolainen
Groups
-
PMYYNS22
Objective
Student is able to
- create and maintain contacts with commissioners
- plan, execute and report a sales project together with project team.
Evaluation scale
H-5
Enrollment
01.12.2023 - 18.01.2024
Timing
01.01.2024 - 26.05.2024
Number of ECTS credits allocated
2 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Minna Björkberg-Suominen
Groups
-
LTOPS23FLTOPS23F
-
LTOPS23BLTOPS23B
Objective
The student can communicate orally in different work-life situations.
Content
The student
- can describe the content and structure of his/her studies, training and work experience
- can describe his/her working environment and operations of a company, products and processes
- can communicate in various business life situations appropriately
- is able to use appropriate vocabulary and phrases when presenting tasks of his/her own field
Evaluation scale
H-5
Enrollment
01.12.2023 - 15.01.2024
Timing
08.01.2024 - 07.04.2024
Number of ECTS credits allocated
2 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Anniina Vainio
Groups
-
LTOPS23HLTOPS23H
-
LTOPS23JLTOPS23J
-
LTOPS23KLTOPS23K
-
LTOPS23ELTOPS23E
-
LTOPS23GLTOPS23G
Objective
The student can communicate orally in different work-life situations.
Content
The student
- can describe the content and structure of his/her studies, training and work experience
- can describe his/her working environment and operations of a company, products and processes
- can communicate in various business life situations appropriately
- is able to use appropriate vocabulary and phrases when presenting tasks of his/her own field
Evaluation scale
H-5
Enrollment
01.12.2023 - 10.01.2024
Timing
08.01.2024 - 05.04.2024
Number of ECTS credits allocated
2 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Seats
20 - 100
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Anniina Teittinen
- Anniina Vainio
Groups
-
LTOPS23ILTOPS23I
-
LTOPS23DLTOPS23D
-
LTOPS23CLTOPS23C
-
LTOPS23ALTOPS23A
Objective
The student can communicate orally in different work-life situations.
Content
The student
- can describe the content and structure of his/her studies, training and work experience
- can describe his/her working environment and operations of a company, products and processes
- can communicate in various business life situations appropriately
- is able to use appropriate vocabulary and phrases when presenting tasks of his/her own field
Evaluation scale
H-5
Enrollment
01.12.2023 - 18.01.2024
Timing
01.01.2024 - 27.05.2024
Number of ECTS credits allocated
3 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Minna Björkberg-Suominen
Groups
-
LTOPS23FLTOPS23F
-
LTOPS23BLTOPS23B
Objective
The student can communicate in writing in different work-life situations.
Content
The student
- can describe the content and structure of his/her studies, training and work experience
- can describe his/her working environment and operations of a company, products and processes
- can communicate in various business life situations appropriately
- is able to use appropriate vocabulary and phrases when presenting tasks of his/her own field
Evaluation scale
H-5
Enrollment
01.12.2023 - 17.01.2024
Timing
08.01.2024 - 07.04.2024
Number of ECTS credits allocated
3 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Anniina Vainio
Groups
-
LTOPS23HLTOPS23H
-
LTOPS23JLTOPS23J
-
LTOPS23KLTOPS23K
-
LTOPS23ELTOPS23E
-
LTOPS23GLTOPS23G
Objective
The student can communicate in writing in different work-life situations.
Content
The student
- can describe the content and structure of his/her studies, training and work experience
- can describe his/her working environment and operations of a company, products and processes
- can communicate in various business life situations appropriately
- is able to use appropriate vocabulary and phrases when presenting tasks of his/her own field
Evaluation scale
H-5
Enrollment
01.12.2023 - 10.01.2024
Timing
08.01.2024 - 05.04.2024
Number of ECTS credits allocated
3 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Seats
20 - 100
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Anniina Teittinen
- Anniina Vainio
Groups
-
LTOPS23ILTOPS23I
-
LTOPS23DLTOPS23D
-
LTOPS23CLTOPS23C
-
LTOPS23ALTOPS23A
Objective
The student can communicate in writing in different work-life situations.
Content
The student
- can describe the content and structure of his/her studies, training and work experience
- can describe his/her working environment and operations of a company, products and processes
- can communicate in various business life situations appropriately
- is able to use appropriate vocabulary and phrases when presenting tasks of his/her own field
Evaluation scale
H-5
Enrollment
01.06.2023 - 04.09.2023
Timing
04.09.2023 - 30.11.2023
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Lemminkäisenkatu
Teaching languages
- Finnish
- English
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Mikko Niskanen
- Nicolas Le Grand
Groups
-
PMYYNS22
-
PLIITS22MARPLIITS22MAR
-
PLIITS22TAHAPLIITS22TAHA
Objective
Student
- knows the strengths and weaknesses of different structures and practices of organizations
- understands the impact of organizational culture of feeling and atmosphere at the workplace
- can identify the differences of people in the workplace as a resource
- can cope with typical problems of the working community
- is familiar with basic principles in working as a team leader or as a supervisor of a work group
- is able to use methods of project management in team work tasks
Evaluation scale
H-5
Enrollment
03.08.2024 - 01.09.2024
Timing
02.09.2024 - 15.12.2024
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
- Antti Koivuniemi
Groups
-
PMYYFS23Financial Services
-
LEMMODLIPAPankkiJaVakuutustoimintaPMYYNS18LiPa Pankki- ja vakuutustoiminta PMYYNS18
Objective
The students learn to understand the fundamental structures of banking. They become acquainted with banking business environment and its changes. They know the services offered by banks as well as their operation methods and ways to compete. The course emphasises the factors which make banking profitable.
Content
Banking business environmentBanks and financing Payment systems and instrumentsProperty management serviceFinances and profitability of banksPersonnel management in banksMarketing and ways to competeBanking as the market place
Evaluation scale
H-5
Enrollment
03.08.2024 - 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
- English
Degree programmes
- Degree Programme in Professional Sales
Teachers
- Arto Kuuluvainen
Groups
-
PMYYNS23
Objective
Students active listening, debating and negotiation skills will develop.
After completing the course student can
- understand all steps of Business Negotiations preparation, execution and evaluation.
- handle basic Business Negotiations in an international environment.
Content
- Practice of skillsets in real or simulated Business Negotiations to develop related competences.
- Relevant theory, case studies, role-plays, exercises, group work and possibly Business Negotiations Competition.
Materials
Articles, podcasts, and webinars announced during class
Teaching methods
The learning methods of the course consist of practical role-playing exercises, case exercises & participation in the negotiation competition. Moreover, some practical working-life related exercises or group works may be done during the course.
The coaching is mainly based on the European Sales Competition Manual.
Exam schedules
The course cannot be retaken; it must be completed by participating in the course and fulfilling its requirements.
International connections
Theory sessions in class
Role-playing exercises
Case exercises
Participating to the competition
Course book, current articles, podcasts, and webinars on sales
Cooperation with companies
Completion alternatives
No.
Student workload
Participation in exercises during class: 30%
Participation in measurements in Customer Behavour Lab: 10 %
Participation to the negotiation competition: 30%
Completion of course assignments: 30 %
A minimum participation rate of 50% is required. Participation to the negotiation competition is required for passing the course.
Content scheduling
The course consists of negotiation coaching sessions (online and onsite) & participation to the competition.
Further information
Relevant information and materials related to the course will be shared in the ItsLearning learning environment. The teaching takes place at the Kupittaa campus and in online-environment (e.g. Teams).
Evaluation scale
H-5
Assessment methods and criteria
Participation in exercises during class: 30%
Participation in measurements in Customer Behavour Lab: 10 %
Participation to the negotiation competition: 30%
Completion of course assignments: 30 %
A minimum participation rate of 50% is required. Participation to the competition is required for passing the course.
Assessment criteria, fail (0)
Failure to participate in exercises and the competition
Participation rate below 50%
Assessment criteria, satisfactory (1-2)
Participation in sessions & exercises
Completion of the case assignment(s) and other assignments at a satisfactory level
Participation to the competition
Assessment criteria, good (3-4)
Active participation in sessions & exercises
Completion of the case & other assignments at a good level
Participation to the competition
Assessment criteria, excellent (5)
Active participation and demonstration of excellent skills in sessions & exercises
Excellent participation rate
Completion of the case & other assignments at an excellent level
Participation to the competition
Final placement in the competition
Enrollment
01.06.2024 - 01.09.2024
Timing
02.09.2024 - 15.11.2024
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
- Eeva Lehtinen
Groups
-
PMYYNS23
Objective
In the Customer Relationship Management (CRM), successful acquisition and retention of profitable customers, integrative channel and partnership management, and analytical data management are among the most essential topics. Students can use calculation methods which are related to business to business sales and are able to do a pricing model for a product or service.
Content
- CRM
- Pricing
- Calculation models
- Calculation methods
Evaluation scale
H-5
Enrollment
03.08.2024 - 01.09.2024
Timing
02.09.2024 - 31.12.2024
Number of ECTS credits allocated
3 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
Teachers
- Heidi Kurvinen
Groups
-
LEMMODLIPAFinanssialanToimintaymparistoPMYYNS18LiPa Finanssialan toimintaympäristö PMYYNS18
-
PMYYFS23Financial Services
Objective
Having completed the course, the student is able to:
apply customer oriented thinking, develop profitable customer relationships and
use customer-oriented practices in service
Content
customer service
customer experience
Evaluation scale
H-5
Enrollment
03.08.2024 - 01.09.2024
Timing
02.09.2024 - 17.12.2024
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
- Antti Koivuniemi
Groups
-
LEMMODLIPAFinanssialanToimintaymparistoPMYYNS18LiPa Finanssialan toimintaympäristö PMYYNS18
-
PMYYFS23Financial Services
Objective
The student can:
- interpret financial reports
Content
Financial Reports
Evaluation scale
H-5
Enrollment
03.08.2024 - 01.09.2024
Timing
02.09.2024 - 19.12.2024
Number of ECTS credits allocated
4 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
Teachers
- Leena Hämölä-Glorioso
- Antti Koivuniemi
Groups
-
LEMMODLIPAFinanssialanToimintaymparistoPMYYNS18LiPa Finanssialan toimintaympäristö PMYYNS18
-
PMYYFS23Financial Services
Objective
Students become acquainted with financial services´ business environment and work there. They can interpret the basic phenomena within the economy and the factors affecting them. They also know career opportunities in financial services.
Content
financial business environment
jobs in financial sector
professional identity
economy
Evaluation scale
H-5
Enrollment
03.08.2024 - 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
- Heidi Kurvinen
Groups
-
PMYYFS23Financial Services
-
LEMMODLIPAPankkiJaVakuutustoimintaPMYYNS18LiPa Pankki- ja vakuutustoiminta PMYYNS18
Objective
The student can:
- recognize various risks
- give examples how to manage them
- advice customers in insurance matters
- act in insurance sector
Content
Risk management
Insurance companies
Insurances
Evaluation scale
H-5