Sales Workshops (5 op)

Arviointiasteikko

H-5

Sisällön jaksotus

Practice of Sales Skillsets in real or simulated customer interactions to develop sales competences

Tavoitteet

Students active listening, sales, presentation, project management, debating and negotiation skills will develop.
After the study unit student can:
- handle objections
- handle negotiations
- master all steps of sales and salesproject/management processes

Sisältö

Practice of skillsets in real or simulated customer transactions to develop sales competences
Case studies, role-plays, presentations, exercises, project work and possibly sales competition

Aika ja paikka

Fall semester 2018

Oppimateriaalit

Weitz, B. A., Castleberry S.B., Tanner Jr., J.F.: Selling, building partnerships, McGraw-Hill Irwing,7th edition
Sjodin, T. (2006), New Sales Sales Speak: 9 biggest Sale Presentation Mistakes and how to avoid them
International
Sales Training Student Fieldbook (ESC)
Articles, www pages and other material

Opetusmenetelmät

Case studies, role-plays, exercises, projects and sales competition

Harjoittelu- ja työelämäyhteistyö

Real life cases are utilized

Tenttien ajankohdat ja uusintamahdollisuudet

Turku Sales Competition in April

Pedagogiset toimintatavat ja kestävä kehitys

Case studies, role-plays, Project work, presentations, exercises and sales competitions

Toteutuksen valinnaiset suoritustavat

ei ole

Opiskelijan ajankäyttö ja kuormitus

Workshops and lectures 36 hours, project work 52 preparation for sales competitions and interaction in competitions 47 hours

Arviointimenetelmät ja arvioinnin perusteet

Attendance and active participation 30 %
Skill tests and Sales competition 40 %
Project work attendance, contribution and evaluation 30 %.
Each portion need to be attended at least 50 %

Hylätty (0)

Less than 50 % contribution to all evaluation criterias ( Attendance and active participation, Skill tests and Sales competition and Project work)

Arviointikriteerit, tyydyttävä (1-2)

The student has basic an understanding of the sales processes and can perform act in these processes by having the required skillsets and methods. The student is capable to understand principles of selling and customer interaction and has practiced the required skillsets with different methods and tools in real or simulated customer transactions. Students active listening, sales planning, execution and management, prospecting, consultative selling, supervisory and presentation skills have developed. The student can utilize handling objections, negotiations, closing, obtaining customer commitment and after sales.

Arviointikriteerit, hyvä (3-4)

The student has adequate understanding of the sales processes and can perform sales professional person in these processes, including b to b and industrial service business by having adequate skillsets and methods. The student is capable to perform as sales professional by utilizing different sales styles, skills and tools under different stages and types of sales processes to add value in international business. The student is capable to understand strategic and operational levels of selling, different customer behavior, importance of sales leadership, key account management and customer interaction and has practiced the required skillsets with different methods and tools in real or simulated customer transactions. Students active listening, sales planning, execution and management, prospecting, consultative selling, supervisory and presentation skills have developed to a good level. The student can utilize well handling objections, negotiations, closing, utilization of various sales methods and tools, obtaining customer commitment and after sales.

Arviointikriteerit, kiitettävä (5)

The student has a good an understanding of the sales processes and can perform act as a valuable sales professional person in these processes, including b to b and industrial service business by having the good skillsets and methods. The student is capable to perform as value adding sales professional by utilizing different sales styles, skills and tools under different stages and types of sales processes to add value in international business. The student is capable to understand strategic and operational levels of selling, different customer behavior, importance of sales leadership, key account management and customer interaction and has practiced the required skillsets with different methods and tools in real or simulated customer transactions. Students active listening, sales planning, execution and management, prospecting, consultative selling, supervisory and presentation skills have developed to a good level. The student can master handling objections, negotiations, closing, utilization of various sales methods and tools, obtaining customer commitment and after sales.

Lisätiedot

Part of the Sales Semester