Please select the curriculum by the start year of studies and competence track.
Otieno Mbare
Sirpa Hänti
Face-to-face
Will be announced later!
Face-to-face teaching
Team work
Group Discussions
Team presentations
English
01.03.2023 - 23.12.2024
02.12.2021 - 31.12.2023
0 - 35
Master of Business Administration, Sales Management
H-5
Workload = 133 hrs
Contemporary sales trends and approaches
-Value selling
-Team selling
-Coaching as a managerial approach
-Self and Time Management in sales
Sirpa Hänti
Sirpa Hänti
Face-to-face
Will be announced in Itslearning later.
Students are requested to read the given pre-reading material, share the learnings and write an essay about the journals.
Participating in contact sessions, discussion and work during the contact sessions. Working individual and in a group.
Pre-readings and participating to the "book club" on 17.3.2023: 10%
Essay/Report: 80%.
Participating and giving the presentation on 12.5.2023: 10%
English
01.01.2023 - 31.07.2023
02.12.2022 - 16.03.2023
0 - 35
Please send an email if you have questions: sirpa.hanti@turkuamk.fi
Master of Business Administration, Sales Management
H-5
-
-
Innovation pedagogy is applied in several ways to creating both understanding and competence in contemporary B2B sales.
Pre-assignment: Readings ca 30 h
Assignment 2a&b: ca 89 h
Class on 17.3.2023 and 12.5.2023 16 h
(See the descriptions above).
On this course we are going to read, apply, and discuss/present the contemporary approaches of B2B sales. In addition, learning to find out recent publications and digital channels will be in the focus.
Pre-assignment: Reading one of the offered reading packages (the number of students/reading package is limited, and booking must be done in Itslearning during 11.1.2023-15.2.2023). DL 16.3.2023.
Class on 17.3.2023 Assignment 1: Participating to a "book club" of contemporary literature in B2B sales and giving a presentation in class.
Assignment 2a: Essay/Report on Advanced B2B Sales. DL 7.5.2023.
Class on 12.5.2023 Assignment 2b: Preparing and giving a presentation.
The student does not show any interest towards the study unit. S/he does not participate in the contact lessons or return the required assignments by the given DL.
The student has a basic understanding about recent B2B sales approaches. S/he is able to point out some trends and how they affect sales situations and customer needs. S/he is aware of theoretical issues but cannot show deep understanding about how to implement those in his/her work. S/he does not show particular interest in participating in the work during contact lessons. The assignments s/he returns do not show profound understanding about the subject matter.
The student knows and understands about different approaches around advanced B2B sales. S/he can apply fresh B2B sales approaches in a changing business culture and write in a professional/academic style about that and reflecting approaches against theory. S/he participates actively in the work during contact lessons and brings added value to the discussions through his/her input. The assignments s/he returns show understanding about the subject matter.
The student perceives many different approaches around advanced B2B sales. S/he can apply and design diversely advanced B2B sales operations in a changing business culture and write about them in a professional/academic style and reflecting approaches against theory. S/he is able to find new signals of change and fresh views of changing business cultures.
S/he participates actively in the work during contact lessons and brings added value to the discussions through his/her input. The assignments s/he returns show understanding about the subject matter.
Sirpa Hänti
Sirpa Hänti
Face-to-face
The students search the readings themselves based on the chosen theme/topic in cooperation with the teacher.
Critical thinking, analytical skills, and creativity are combined through dialogue between different authors of literature and especially in the conclusions, the student's own thinking and experience.
The essay should be written to the thesis template. The length of the text is all together 25-30 pp. (including the cover, contents, reference list, as well as possible attachments). The academic style should be visible and APA system used as a reference method. See Itslearning.
English
01.01.2023 - 31.07.2023
02.12.2022 - 31.12.2022
Email is the preferred communication channel of the student has questions: sirpa.hanti@turkuamk.fi
Master of Business Administration, Sales Management
H-5
-
-
Innovation pedagogy is applied by critical thinking, development and innovation approaches. This study unit is coaching the student to the thesis process.
1. Choosing the topic
2. Searching for relevant literature
3. Evaluating and choosing the articles/books/other references
4. Reading and identifying the meaningful contents and gaps
5. Writing the essay with reflections of the chosen sources (and practice)
6. Delivering the essay.
Ca 135 hours.
1. Getting familiar with the chosen topic
2. Searching for relevant literature
3. Evaluating and choosing the articles/books/other references
4. Reading and identifying the meaningful contents and gaps
5. Writing the essay with reflections of the chosen sources (and practice)
6. Delivering the essay.
This study unit is independent work (no lectures or contact days). and it is possible to be started in any other month, except July.
0 Fail The selection and use of source material has been plagiarized. The essay is not done according to the instructions in Itslearning.
1 Knowledge Base: Poor knowledge of relevant information and justifying choices or handling is poor. Understanding and implementation: Minor subject selection and use of suitable source material. Analyzing: A weak presentation of selected issues, conclusions, and your own reflection. Evaluation: Written output shows little ambition for critical thinking and activity.
2 Knowledge Base: Reviewing some relevant information and justifying choices. Understanding, implementation: Selecting and using some source material that suits your topic. Analyzing: Satisfied presentation of selected issues, conclusions, and your own reflection. Evaluation: Written output shows the desire for critical thinking and partly activity.
3 Knowledge Base: Reviewing relevant information and justifying choices. Understanding, implementation: A versatile selection and use of appropriate source material. Analyzing: Clear and logical presentation of selected issues, conclusions and your own reflection. Evaluation: Written output shows critical thinking and activity.
4 Knowledge Base: Comprehensive review of relevant information and justification of choices. Understanding, implantation: A versatile and critical choice and use of appropriate source material. Analyzing: Clear and logical presentation of selected issues, conclusions and your own reflection. Evaluation: Written output shows strong critical thinking and activity.
Knowledge Base: Extensive and comprehensive review of relevant information and justification of choices. Understanding, implementation: A versatile and critical choice and use of appropriate source material. Analyzing: Clear and logical presentation of key issues, versatile conclusions and your own reflection. Evaluation: Written output shows excellent, strong critical thinking and activity.
Sirpa Hänti
Sirpa Hänti
Face-to-face
1. Zoltners, A.A, Sinha, P. & Lorimer, S.E. (2009). Building a winning sales force. USA. (e-book in our library)
2. Cohen, E. (2019). Enablement mastery. Greenleaf, USA. (printed book in our library)
3. Rangarajan, D., Dugan, R., Rouziou, M. & Kunkle, M. (2020). People, Process, and Performance: Setting an Agenda for sales enablement research. Journal of Personal Selling & Sales Management. https://doi.org/10.1080/08853134.2020.1761822
4. Weinberg, M. (2016). Sales management simplified. The straight truth about getting exceptional results from your sales team. (e-book in our library).
+ videos and other materials in ITSLearning
The study unit consists of theoretical issues and based on the review, the chosen models to be implemented in a case. One pre-assignment and two other assignments. Presentation in the class on 8.12.2022
Pre-assignment: accepted/discarded
Assignment 1: 20%
Assignment 2: 80%
Assessment methods: teacher/peer-evaluation
Grades: 1-5
English
01.08.2022 - 31.12.2022
02.05.2022 - 31.08.2022
0 - 35
Master of Business Administration, Sales Management
H-5
-
Innovation pedagogy is applied in several ways to creating an enablement based approach to sales management and leadership.
The study unit consists of readings (ca 40 h), two contact days (16 h), and assignments (ca 80 h). There is one pre-assignment and two other assignments . Presentation in the class on 8.12.2022 .
The course focuses on
-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
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
Contact days on 9.9.2022 and 8.12.2022 at 9-16.
0: All the assignments are not executed and minimum of the content requirements are not fulfilled.
1: Theory is not presented nor applied. Thinking and communication are hardly acceptable. The interview is not executed properly.
2: Appear to grasp theory and showing its applicability is quite modest. Only few references are presented and the reference technique is acceptable. Moderate communication. The interview is executed at acceptable level. Insights or development ideas are not visible.
3: Understanding theory and applicability but work could be stronger. The amount of references and the technique are satisfactory. Communication is satisfactory. The interview is clear and satisfactory. Some realistic insights are presented at a satisfactory level.
4: General understanding of theory, the amount of references is fulfilling the minimum and the technique used well, and theory is applied well to real-life context. Very good thinking and communication. The interview is presented very well. Some realistic insights and development ideas are presented.
5: Mastery of theory, the amount of references over the minimum and the technique used completely, and theory is applied in a comprehensive way to real-life context. Outstanding thinking and communication. The interview is video taped and the quality very good. Innovative insights and development ideas are presented that are realistic.
Arto Kuuluvainen
Face-to-face
Kuuluvainen, Arto (2011): Dynamic capabilities in the international growth of small and medium-sized firms.
Availabe f.ex. in:
https://www.utupub.fi/bitstream/handle/10024/113653/Ae4_2011.pdf?sequence=1&isAllowed=y
Learning cases
Learning diaries
Analysis of selected export markets (project work)
English
01.01.2023 - 31.07.2023
02.12.2022 - 31.12.2022
0 - 35
ItsLearning-platform
Master of Business Administration, Sales Management
H-5
Team learning
Lectures, group works during lectures, project work (analysis of selected export markets), independent work
Totally 135 hours
The course provides a theoretically grounded overview of key issues, opportunities and challenges in international sales environment.
We shall assess globalization and the consequent changes in firms operating environment and analyze the needs to adjust firms strategies and sales operations due to these changes. Theoretically, the course utilizes especially dynamic capabilities framework in the context of international growth of SMEs.
The course covers key principles of conducting business in the international dimension. The role of politics and regulation are covered. Moreover, selected markets are analyzed from the perspective of international growth and sales. Also, ethical issues as well as social and environmental responsibility are addressed.
The purpose of the course is to present the most important forces affecting international sales environment today.
The key objectives of the course are:
1. To introduce the dynamic capabilities framework to analyze international business environment
2. To introduce various modes of conducting sales operations across borders
3. Familiarize students with the planning, implementation and management of sales activities in international business environments.
The learning outcomes include:
1. The enhanced awareness of differences in global business environment (including political, regulation and cultural aspects)
2. Understanding the dynamics affecting sales operations conducted in different global business environments
3. Understanding the related ethical and social responsibility issues
Student has not participated actively to meetings and group works. Moreover, he/she has not returned all required documents.
Students participation to course's meetings and group works is considered rather inactive. According returned documents the student has challenges to understand main factors related to international sales environments.
Student has participated actively on meetings and group works. He/she has been able to show his/her learning and know-how in the documents returned during the course. Analysis and diaries show that he/she understands international sales environments holistically.
Students participation to meetings and group works has been very active. It is shown that he/she understands international sales environments holistically. He/she is also able to show that he/she masters relationships of different factors affecting to international business environments.
In the group work and analysis (i.e. project work) the student has shown versatile and creative thinking and holistic understanding of the selected themes.
Timo Holopainen
Face-to-face
International Sales Training Student Fieldbook
Sales meeting video
Case
Malthora, D. – Bazerman, M.H. 2008. Negotiation Genius. How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond. Harvard Business School. Bantam Books, USA.
Peterson, E. – Riesterer, T. – Smith, C. & Geoffrion, C. (2015). Three Value Conversations. How to Create, Elevate, Capture Customer Value at Every Stage of the Long-Lead Sale. McGraw-Hill, USA.
TED Talk https://www.ted.com/talks/amy_cuddy_your_body_language_shapes_who_you_are
Plus additional material.
Preparation, execution and evaluation of negotiation with role play teaching method. Preparation, execution and evaluation of effective presentation. Generation of good presentation aids. Utilizing Sales competition and videos as learning methods.
On time delivery of the assignments, attendance, assignments execution
English
01.01.2023 - 31.07.2023
02.12.2022 - 10.02.2023
0 - 35
Master of Business Administration, Sales Management
H-5
N/A
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 sales and business negotiations.
1. Pre assignment : Preparation for presentation and negotiation exercises, Assignement execution (20 %)
2. Attendance to the contact days:1. Presentation and 2. negotiation exercise (40 %)
3. Middle assignment : Participation to Turku Sales Competition or Evaluation and Analysis of the negotiation and presentation competences (20 %)
4. Post assignment: Writing a reflection and personal development plan or TALK Article (20%).
All assignments have to accepted and participated at least with 50 %.
The course content:
- Fundamentals of negotiation
- Negotiation strategies and tactics
- Preparation for negotiation
- Collaborative negotiation
- Preparation Presentation material
-Presentation competences
After the course the student is capable to
- plan and execute a business negotiation
- list the negotiable variables
- set the objective and optional routes to agreement
- Conduct influential presentations
The assignments are not executed in the given timeline or they do not fulfill the instructions
Poor attendance and participation on contact days. Feedback is not given as instructed.
Student is partly capable to utilize the presentation and negotiation skills based on the materials or literature or approaches learned in the class. The reference material is poorly utilized. The plan and analysis is written at general level and sounds unrealistic.
Good attendance and participation on contact days. Feedback is given as instructed.
Student is capable to utilize the presentation and negotiation skills based on the materials or literature or approaches learned in the class. The reference material is utilized in good manner. The plan and analysis is written at good level and sounds realistic.
Very good attendance and participation on contact days. Feedback is given as instructed with good insight.
Student is capable to utilize well the presentation and negotiation skills based on the materials or literature or approaches learned in the class. The reference material is utilized in very good manner. The plan and analysis is written at good level, has clear approaches and sounds realistic.
Sirpa Hänti
Face-to-face
Pre-assignment (group exam) on 9.2.2023 at 9. 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).
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, presentation, and an individual assignment.
Pre-assignment (Group exam): min 15 – max 30 points.
Customer analysis and customer development plan: min 25 – max 50 points.
Individual reflection: min 10 – max 20 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. In that case, please, contact the teacher.
English
01.01.2023 - 31.07.2023
02.11.2022 - 08.02.2023
0 - 35
Master of Business Administration, Sales Management
H-5
Group exam on 9.2.2023 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.
Send the essay by 20 February to sirpa.hanti@turkuamk.fi.
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.
Contact days on 10.2.2023 and 11.5.2023 (2 x 8 h), group work and independent work ca 120 hours.
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
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.
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.
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.
The paper is based on the literature the teacher has instructed. 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.
Sirpa Hänti
Face-to-face
Shanks, J. (2016). Social Selling Mastery. Scaling up your sales and marketing machine for the digital buyer. Wiley, USA.
Other literature is informed later.
The study unit consists of theoretical issues and based on the review, the chosen models to be implemented in an individual Social Selling Programme. One pre-assignment and the results of two discussions about the proceeding between the classes are afterwards included as further developed parts of the final report of actions executed and measured. The Social selling Programme is presented in the class, lessons learned are shared to widen the mutual learning.
Pre-assignment (accepted/rejected)
Assignment 1: Social Selling Programme Report and presentation (100 %)
The learnings from the discussions should be visible in the report and thus not evaluated separately.
English
01.01.2023 - 31.07.2023
02.12.2022 - 31.01.2023
0 - 35
Kolme paikkaa avoimeen amk:hon (not translated)
Engineering and Business
Master of Business Administration, Sales Management
H-5
Innovation pedagogy is applied at individual, team and network level learning and reflection of learning.
The study unit consists of readings, two contact days, two discussion sections, actions executed in Social Media and writing the report. There is one pre-assignment and two discussions between the classes. These are developed further according to the feedback, as parts of the final report called Social Selling Programme. The Social Selling Programme is presented on the second contact day.
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 13.1. and 5.5. at 9-16. Discussions between the classes on 7.2. (1 hour) and 2.3. (1 hour) in Zoom. The discussions with chosen team may happen also some other time based on the schedules of the team members.
Assignments are not delivered in the given timeline. The instructions of the assignments are not fulfilled.
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.
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 the first run. 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.
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 after the first run. 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, also the feedback from peers is utilized and referred.
There is no implementations attached to this degree programme.
