Sales Process and Tools (5 cr)
Code: KH00BS03-3004
General information
Enrollment
02.12.2022 - 20.01.2023
Timing
01.01.2023 - 31.07.2023
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Salo IoT Campus
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Business
Teachers
- Arto Kuuluvainen
Groups
-
MLIISK22
Objective
After completing the course, 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
Lectures, reflections individually or in teams. The given tasks will be based on Castleberry & Tanner: "Selling, building partnerships". Tasks will include individual reading, team discussions sharing individual thoughts, reflection in ppt format, which is there after presented during the class by each team respectively.
Evaluation scale
H-5