Opinto-opas

Arviointiasteikko

H-5

Tavoitteet

After completing the course, the student is able to
-Recognize the challenges of the contemporary sales management and leadership
-Enable and lead sales
-Create and execute sales strategy as part of complete strategy
-Execute different parts of sales management, like prediction, budgeting and financial analysis
-Execute recruitment, training, evaluation and motivation of sales force
-Customer Relationship Management
-Macro and competitor analysis

Sisältö

-Development and execution of sales strategy and processes
-Sales enablement
-Recruitment, training, evaluation and motivation of sales force
-Sales Organization Structure
-Selection an utilization of sales channels
-Budgeting, forecasting and development of sales
-Customer Relationship Management

Arviointiasteikko

H-5

Arviointiasteikko

H-5

Tavoitteet

After completing the course, the student is able to
-Describe the modern purchasing processes
-Recognize the profiles and roles of buyers and decisions makers
-Describe different purchasing analysis tools
-Describe the critical touch points in customer journey
-Know the principles behind great customer experiences

Sisältö

-Purchasing process
-Buyer profiles and Decision Making Units
-Purchasing analysis
-Customer journey and customer experience management
-Building customer relationships
-Key Account Management

Oppimateriaalit

Pre-assignment (group exam) on 8.2.2024 at 9 (see the room from Tuudo). Book: Cheverton, P. – Velde van der, J. P. (2011). Understanding the Professional Buyer. What every sales professional should know about how the modern buyer thinks and behaves. Kogan Page, Replika Press Pvt Ltd, India. The book is available in e-format at TUAS library.

Other materials, see Itslearning (ca one week before the first contact day; some materials may be added during the course).

Opetusmenetelmät

The course consists of readings, contact hours and assignments.
Learning is based on analysis of problem-oriented examples and issues, preparing practical tasks and collective students’ work while preparing a group work and presentation.

Tenttien ajankohdat ja uusintamahdollisuudet

Group exam on 8.2.2024 at 9.
If the students are not able to participate to the exam, there will be a compensatory assignment: write a 12-15 pages essay (+ front page) based on the book and reflect the contents and ideas of the book to your own experiences.
Submit the essay by 18 February to Itslearning.

Kansainvälisyys

Innovation pedagogy is applied to reach learning at individual, group and network level. The assignments are planned to develop the students actual work tasks around customer linked issues.

Toteutuksen valinnaiset suoritustavat

-

Opiskelijan ajankäyttö ja kuormitus

Pre-assignment: Group exam.
Customer plan and presentation (group work).

Contact days on 8.2.2024 and 2.5.2024 (2 x 8 h), group work and independent work ca 120 hours. Attendance on both contact days is important/obligatory. However, if the student is absent, there is a compensatory assignment (no feedback is given).

Sisällön jaksotus

After the study unit the student is capable to
-Describe the modern purchasing processes
-Recognize the profiles and roles of buyers and decisions makers
-Describe different purchasing analysis tools
-Describe the critical touch points in customer journey
-Know the principles behind great customer experiences
The study unit focuses on
-Purchasing process
-Buyer profiles and Decision Making Units
-Purchasing analysis
-Customer journey and customer experience management
-Building customer relationships
-Key Account Management

Arviointiasteikko

H-5

Arviointimenetelmät ja arvioinnin perusteet

Pre-assignment (Group exam): min 15 – max 30 points.
Customer analysis and customer development plan: min 30 – max 60 points.
Active participation on contact days: 0 – 10 points.
Total: min 50 – max 100 points.
Each of the parts has to reach at least the minimum points.
If the assignments are delivered later than the given DL, 4 points are reduced. If the student is absent from the class, there will be a compensatory assignment. If the student is absent from the both contact days, 10 % of the total points will be reduced.

Hylätty (0)

The paper is not based on the literature and materials the teacher has instructed. The structure of the text is disordered, or the contents are disconnected, or some parts are totally missing. The layout is messy.

Arviointikriteerit, tyydyttävä (1-2)

The paper is based on the literature the teacher has instructed but the literature and materials are in a minor role and the implementation is incomplete. The number of references is lower than the instructions. Academic referencing is not applied correctly or is not applied at all (e.g., APA). The contents are narrow/insufficient (based on the instructions). Applying the issues is done superficially or at poor level. The structure of the text is at some level fragmented and partly insufficient. The layout is unfinished, and the Thesis template is not applied. The expression is partly inconsistent and disordered. Spelling mistakes.

Arviointikriteerit, hyvä (3-4)

The paper is based on the literature the teacher has instructed. The number of references is almost meeting the instructions. Academic referencing is applied almost flawlessly (e.g., APA). Literature and materials are understood and applied at least at some level. The contents include many of the necessary and appropriate issues needed (based on the instructions). Quite clear structure and mainly consistent text that presents quite logically proceeding content. The layout is neat, and the Thesis template is applied quite well. The expression is fluent/quite fluent and represents mainly academic style. Clear structure. Only few spelling mistakes.

Arviointikriteerit, kiitettävä (5)

The paper is based on the literature the teacher has instructed and in addition, the student has referred to some extra good and critically chosen new academic articles. The number of references is meeting the instructions. Academic referencing is applied flawlessly (e.g., APA). Literature and materials are understood and applied excellently. The contents are clearly focused. The issues are applied excellently to the context. Clear structure and consistent text that forms a coherent, logically proceeding content. The layout is neat, and the Thesis template is applied very well. The expression is very fluent and represents academic style. No spelling mistakes.

Tavoitteet

After the course the student is capable to
- Listen the Essential Social Networks
- Build his/her own Community
- Build Authority and Influence
- Plan and Implement Social Selling Programme
- Measuring Success

Sisältö

Content
- Social Business Strategy for Sales
- Social Networking
- Professional Branding and Influence
- Implementing Social Selling Programme
- Different Types of Metrics in Social Selling

Oppimateriaalit

See Itslearning.

Opetusmenetelmät

The study unit consists of theoretical issues and based on the review, the chosen models to be implemented in an individual Social Selling Programme.
Pre-assignment: Reading the articles and writing an short essay.
Final assignment: The Social selling Programme (as a project or a plan) that is presented in the class, lessons learned are shared to widen the mutual learning.

Kansainvälisyys

Innovation pedagogy is applied at individual, team and network level learning and reflection of learning.

Toteutuksen valinnaiset suoritustavat

-

Opiskelijan ajankäyttö ja kuormitus

The study unit consists of readings (ca 40 h), two contact days (15 hours), pre-assignment (ca 15 hours), actions executed in Social Media (ca 20 h) and writing the report as well as preparing the presentation (ca 30 h).

Sisällön jaksotus

The study unit focuses on
• Social business strategy for sales
• Social networking
• Professional branding and influence
• Implementing social selling programme
• Different types of metrics in social selling
After completing the study unit, the student is capable to
• Listen the essential social networks
• Build his/her own community
• Build professional brand and influence
• Plan and implement Social selling Programme
• Measuring success
Contact days on 11.1. and 2.5. at 9-16.

Arviointiasteikko

H-5

Arviointimenetelmät ja arvioinnin perusteet

Pre-assignment (accepted/rejected)
Assignment 1: Social Selling Programme Report and presentation (100 %)
Active participation on the contact days (10 %).
If any of the assignments are returned late 4 points will be reduced/late delivered assignment.

Hylätty (0)

Assignments are not delivered in the given timeline. The instructions of the assignments are not fulfilled.

Arviointikriteerit, tyydyttävä (1-2)

Student is capable to describe at some level the social selling strategy, but the linked functions to reach the goals of the chosen strategy seems quite poor. He/she is able to plan a basic Social Selling Programme of a case, but results of the implementation are lacking. Student is able to evaluate the Social Selling Programme according to some measurements. Student is capable to write a report of the actions taken at general level; however, the literature is poorly referred. The implementation of the activities and results are not visible.

Arviointikriteerit, hyvä (3-4)

Student is capable to describe the importance of the social selling strategy, as well as list some of the linked functions to reach the goals of the chosen strategy successfully. He/she is able to plan and execute a Social Selling Programme of a case, and show the first results of it. Student is able to evaluate the Social Selling Programme according to the chosen measurements, and present development ideas after. Student is capable to write a clear, report of the actions taken, the suitable measures chosen based on the literature and the case. Student is implying at least some of the the activities in social media and sharing his/her ideas, experiences and learning to peer students. At least one of the chosen measurement shows progress during the Social Selling Programme implemented. The reference material used clearly and the feedback from peers is utilized and referred at some level.

Arviointikriteerit, kiitettävä (5)

Student is capable to describe the importance and arguments of the social selling strategy, as well as list the linked functions to reach the goals of the chosen strategy successfully. He/she is able to plan and execute an innovative Social Selling Programme of a case, and show the first results of it. Student is able to analyze and evaluate the Social Selling Programme according to the chosen measurements, and present innovative development ideas. Student is capable to write a clear, encompassing report of the actions taken, the most suitable measures chosen based on the literature and the case. Student is active in implying the activities in social media and sharing his/her ideas, experiences and learning to peer students. At least two of the chosen measurement shows progress during the Social Selling Programme implemented. The reference material used is encompassing and flawless.

Tavoitteet

After completing the course, the student is able to
-Describe the modern purchasing processes
-Recognize the profiles and roles of buyers and decisions makers
-Describe different purchasing analysis tools
-Describe the critical touch points in customer journey
-Know the principles behind great customer experiences

Sisältö

-Purchasing process
-Buyer profiles and Decision Making Units
-Purchasing analysis
-Customer journey and customer experience management
-Building customer relationships
-Key Account Management

Oppimateriaalit

Pre-assignment (group exam) on 8.2.2024 at 9 (see the room from Tuudo). Book: Cheverton, P. – Velde van der, J. P. (2011). Understanding the Professional Buyer. What every sales professional should know about how the modern buyer thinks and behaves. Kogan Page, Replika Press Pvt Ltd, India. The book is available in e-format at TUAS library.

Other materials, see Itslearning (ca one week before the first contact day; some materials may be added during the course).

Opetusmenetelmät

The course consists of readings, contact hours and assignments.
Learning is based on analysis of problem-oriented examples and issues, preparing practical tasks and collective students’ work while preparing a group work and presentation.

Tenttien ajankohdat ja uusintamahdollisuudet

Group exam on 8.2.2024 at 9.
If the students are not able to participate to the exam, there will be a compensatory assignment: write a 12-15 pages essay (+ front page) based on the book and reflect the contents and ideas of the book to your own experiences.
Submit the essay by 18 February to Itslearning.

Kansainvälisyys

Innovation pedagogy is applied to reach learning at individual, group and network level. The assignments are planned to develop the students actual work tasks around customer linked issues.

Toteutuksen valinnaiset suoritustavat

-

Opiskelijan ajankäyttö ja kuormitus

Pre-assignment: Group exam.
Customer plan and presentation (group work).

Contact days on 8.2.2024 and 2.5.2024 (2 x 8 h), group work and independent work ca 120 hours. Attendance on both contact days is important/obligatory. However, if the student is absent, there is a compensatory assignment (no feedback is given).

Sisällön jaksotus

After the study unit the student is capable to
-Describe the modern purchasing processes
-Recognize the profiles and roles of buyers and decisions makers
-Describe different purchasing analysis tools
-Describe the critical touch points in customer journey
-Know the principles behind great customer experiences
The study unit focuses on
-Purchasing process
-Buyer profiles and Decision Making Units
-Purchasing analysis
-Customer journey and customer experience management
-Building customer relationships
-Key Account Management

Arviointiasteikko

H-5

Arviointimenetelmät ja arvioinnin perusteet

Pre-assignment (Group exam): min 15 – max 30 points.
Customer analysis and customer development plan: min 30 – max 60 points.
Active participation on contact days: 0 – 10 points.
Total: min 50 – max 100 points.
Each of the parts has to reach at least the minimum points.
If the assignments are delivered later than the given DL, 4 points are reduced. If the student is absent from the class, there will be a compensatory assignment. If the student is absent from the both contact days, 10 % of the total points will be reduced.

Hylätty (0)

The paper is not based on the literature and materials the teacher has instructed. The structure of the text is disordered, or the contents are disconnected, or some parts are totally missing. The layout is messy.

Arviointikriteerit, tyydyttävä (1-2)

The paper is based on the literature the teacher has instructed but the literature and materials are in a minor role and the implementation is incomplete. The number of references is lower than the instructions. Academic referencing is not applied correctly or is not applied at all (e.g., APA). The contents are narrow/insufficient (based on the instructions). Applying the issues is done superficially or at poor level. The structure of the text is at some level fragmented and partly insufficient. The layout is unfinished, and the Thesis template is not applied. The expression is partly inconsistent and disordered. Spelling mistakes.

Arviointikriteerit, hyvä (3-4)

The paper is based on the literature the teacher has instructed. The number of references is almost meeting the instructions. Academic referencing is applied almost flawlessly (e.g., APA). Literature and materials are understood and applied at least at some level. The contents include many of the necessary and appropriate issues needed (based on the instructions). Quite clear structure and mainly consistent text that presents quite logically proceeding content. The layout is neat, and the Thesis template is applied quite well. The expression is fluent/quite fluent and represents mainly academic style. Clear structure. Only few spelling mistakes.

Arviointikriteerit, kiitettävä (5)

The paper is based on the literature the teacher has instructed and in addition, the student has referred to some extra good and critically chosen new academic articles. The number of references is meeting the instructions. Academic referencing is applied flawlessly (e.g., APA). Literature and materials are understood and applied excellently. The contents are clearly focused. The issues are applied excellently to the context. Clear structure and consistent text that forms a coherent, logically proceeding content. The layout is neat, and the Thesis template is applied very well. The expression is very fluent and represents academic style. No spelling mistakes.

Tavoitteet

After the course the student is capable to
- Listen the Essential Social Networks
- Build his/her own Community
- Build Authority and Influence
- Plan and Implement Social Selling Programme
- Measuring Success

Sisältö

Content
- Social Business Strategy for Sales
- Social Networking
- Professional Branding and Influence
- Implementing Social Selling Programme
- Different Types of Metrics in Social Selling

Oppimateriaalit

See Itslearning.

Opetusmenetelmät

The study unit consists of theoretical issues and based on the review, the chosen models to be implemented in an individual Social Selling Programme.
Pre-assignment: Reading the articles and writing an short essay.
Final assignment: The Social selling Programme (as a project or a plan) that is presented in the class, lessons learned are shared to widen the mutual learning.

Kansainvälisyys

Innovation pedagogy is applied at individual, team and network level learning and reflection of learning.

Toteutuksen valinnaiset suoritustavat

-

Opiskelijan ajankäyttö ja kuormitus

The study unit consists of readings (ca 40 h), two contact days (15 hours), pre-assignment (ca 15 hours), actions executed in Social Media (ca 20 h) and writing the report as well as preparing the presentation (ca 30 h).

Sisällön jaksotus

The study unit focuses on
• Social business strategy for sales
• Social networking
• Professional branding and influence
• Implementing social selling programme
• Different types of metrics in social selling
After completing the study unit, the student is capable to
• Listen the essential social networks
• Build his/her own community
• Build professional brand and influence
• Plan and implement Social selling Programme
• Measuring success
Contact days on 11.1. and 2.5. at 9-16.

Arviointiasteikko

H-5

Arviointimenetelmät ja arvioinnin perusteet

Pre-assignment (accepted/rejected)
Assignment 1: Social Selling Programme Report and presentation (100 %)
Active participation on the contact days (10 %).
If any of the assignments are returned late 4 points will be reduced/late delivered assignment.

Hylätty (0)

Assignments are not delivered in the given timeline. The instructions of the assignments are not fulfilled.

Arviointikriteerit, tyydyttävä (1-2)

Student is capable to describe at some level the social selling strategy, but the linked functions to reach the goals of the chosen strategy seems quite poor. He/she is able to plan a basic Social Selling Programme of a case, but results of the implementation are lacking. Student is able to evaluate the Social Selling Programme according to some measurements. Student is capable to write a report of the actions taken at general level; however, the literature is poorly referred. The implementation of the activities and results are not visible.

Arviointikriteerit, hyvä (3-4)

Student is capable to describe the importance of the social selling strategy, as well as list some of the linked functions to reach the goals of the chosen strategy successfully. He/she is able to plan and execute a Social Selling Programme of a case, and show the first results of it. Student is able to evaluate the Social Selling Programme according to the chosen measurements, and present development ideas after. Student is capable to write a clear, report of the actions taken, the suitable measures chosen based on the literature and the case. Student is implying at least some of the the activities in social media and sharing his/her ideas, experiences and learning to peer students. At least one of the chosen measurement shows progress during the Social Selling Programme implemented. The reference material used clearly and the feedback from peers is utilized and referred at some level.

Arviointikriteerit, kiitettävä (5)

Student is capable to describe the importance and arguments of the social selling strategy, as well as list the linked functions to reach the goals of the chosen strategy successfully. He/she is able to plan and execute an innovative Social Selling Programme of a case, and show the first results of it. Student is able to analyze and evaluate the Social Selling Programme according to the chosen measurements, and present innovative development ideas. Student is capable to write a clear, encompassing report of the actions taken, the most suitable measures chosen based on the literature and the case. Student is active in implying the activities in social media and sharing his/her ideas, experiences and learning to peer students. At least two of the chosen measurement shows progress during the Social Selling Programme implemented. The reference material used is encompassing and flawless.

Arviointiasteikko

H-5

Arviointiasteikko

H-5

Tavoitteet

After completing the course, the student is able to
-Recognize the challenges of the contemporary sales management and leadership
-Enable and lead sales
-Create and execute sales strategy as part of complete strategy
-Execute different parts of sales management, like prediction, budgeting and financial analysis
-Execute recruitment, training, evaluation and motivation of sales force
-Customer Relationship Management
-Macro and competitor analysis

Sisältö

-Development and execution of sales strategy and processes
-Sales enablement
-Recruitment, training, evaluation and motivation of sales force
-Sales Organization Structure
-Selection an utilization of sales channels
-Budgeting, forecasting and development of sales
-Customer Relationship Management

Arviointiasteikko

H-5