Study Guide

Objective

After the course the student is capable to
- create and maintain relationships to customer companies
- sell his/her own expertise
- plan and execute independently a sales project
- build up a sales team and delegate responsibilities
- produce essential presentation materials
- report and evaluate the sales project

Content

Content
- Planning a sales project
- Building and leading a sales team
- Planning the presentation material
- Personal selling in practice
- Sales report

Materials

Materials and the pre-assignment will be informed ca two weeks before the first contact day.

Teaching methods

Individual prework, 2 contact days, real-life sales project as individual/team work, case-study, Optima.

International connections

Planning, execution and evaluation of a real-life sales project.

Completion alternatives

-

Student workload

Pre-assigment, Assignment 1 and 2. Reflection and development ideas.
2 contact days: 17.4. and 8.5.2019.

Content scheduling

The course aims at providing a practical view how to plan, execute, measure and evaluate a real-life sales project. The content of the study unit is:
- planning a sales project
- building and leading a sales team
- planning the presentation material
- personal selling in practice
- sales report.
The contact days are: 17.4. and 8.5.

Evaluation scale

H-5

Assessment criteria, satisfactory (1-2)

The Sales project plan is quite simple and it includes only some ideas for reaching goals set. The goals are at some level unclear. The minimum amount of references of the literature is applied. The presentation is quite clear. The comments of the peer student’s Sales project plan consists of some views and argumentation. The reflection of learning and development of the Sales project plan is narrow.
The length of the paper written in Thesis template, is differing from the 15-25 pages (excluding cover page and contents).

Assessment criteria, good (3-4)

The Sales project plan is quite encompassing and it includes realistic ideas for reaching both quantitative and qualitative goals set. At least the minimum amount of references of the literature is applied. The presentation is clear and shows convincing steps to reach the goals. The comments of the peer student’s Sales project plan consists of multiple views and argumentation. The reflection of learning and development of the Sales project plan is based on comments from the peer student.
The length of the paper written in Thesis template, fits almost to 15-25 pages (excluding cover page and contents).

Assessment criteria, excellent (5)

The Sales project plan is encompassing and it includes innovative but realistic ideas for reaching both quantitative and qualitative goals set. The literature is applied thoroughly and the student has discovered some new references that fit to the project topic, and at the same time, it fills the critical requirements of master level studies. The presentation is clear and shows convincing steps to reach the goals. The comments of the peer student’s Sales project plan consists of multiple views and argumentation. The reflection of learning and development of the Sales project plan is based on comments from the peer student and at least one person in the employer company.
The length of the paper written in Thesis template, is 15-25 pages (excluding cover page and contents).