Stephen P. Castleberry and John F. Tanner:
Selling – Building Partnerships (4th Edition, 2014); Mc Graw Hill Education New York
David Jobber and Geoff Lancaster:
Selling and Sales Management (10th Edition, 2015); Pearson Education ltd, Harlow, UK
Other readings and materials given during the course.
Reading and YouTube
Groupworks and workshops will be judged separately based on the given materials (ITS-Learning) and the groups' presentation. Only those who participate the presentation will pass the course. This means that every team member needs to have a part of the results to be orally explained during the presentations and workshops.
17.09.2021 - 03.12.2021
01.06.2021 - 24.09.2021
Liiketalous (not translated)
Begin to manage your time. It is your greatest assett in life. Be there when you are required to be there.
Degree Programme in Business
Presence at the lectures and groupworking/meetings/workshops is required in order to pass the course.
To be agreed as we will discuss the plan of implementation (TOTSU).
The objective is to clarify the principles of BtoB marketing and sales as well as give the ability to begin applying the skills. This we should be able to achieve by lecturing, groupworking, discussing the applicable YouTube videos and other materials and having workshops about the basics.
Groupworks: "Global Business Models", "Building Partnering Relations", "Formal Negotiating"
Reading groups and YouTube teams
For all the above each student should reserve and allocate time as follows: 5 points is in average 5x27h workload.
Objectives and goals:
- to know the structure of the sales process
- ability to apply communication skills in BtoB sales
- ability to use the above skills professionally in different situations
- be prepared to face various types of buying organizations
- ability to build long term BtoB partnerships
- to know the reason why sales forecasting is so important to organisations
Groupworks not done or presented. Absence of lectures and workshops.
Groupworks done with haste. Presenting not convincing. Passive overall participation.
Groupworks done carefully and presenting is smooth. Reasonable participation on presentations and workshops.
Groupworks done with care and even other sources (than the given chapters) to study the issue have been included. Presenting the data and results is convincing. Active and energetic participation on team work, presentations and workshops.