Study Guide

Objective

After completing the course, the student is able to
-Recognize the contemporary sales trends and approaches
-Manage and lead sales personnel in value creating selling processes
-Utilize appropriate sales methods and tools
-Develop and lead oneself

Content

-Contemporary sales trends and approaches
-Value selling
-Team selling
-Coaching as a managerial approach
-Self and Time Management in sales

Materials

Will be announced in Itslearning later.

Teaching methods

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.

Exam schedules

-

International connections

Innovation pedagogy is applied in several ways to creating both understanding and competence in contemporary B2B sales.

Completion alternatives

-

Student workload

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).

Content scheduling

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.

Further information

Please send an email if you have questions: sirpa.hanti@turkuamk.fi

Evaluation scale

H-5

Assessment methods and criteria

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%

Assessment criteria, fail (0)

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.

Assessment criteria, satisfactory (1-2)

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.

Assessment criteria, good (3-4)

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.

Assessment criteria, excellent (5)

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.