Sales Process and Tools (5 cr)
Code: KH00BS03-3005
General information
Enrollment
02.12.2023 - 31.12.2023
Timing
01.01.2024 - 31.07.2024
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Salo IoT Campus
Teaching languages
- Finnish
Seats
0 - 50
Degree programmes
- Degree Programme in Business
Teachers
- Arto Manninen
Groups
-
MLIISK23
- 23.01.2024 09:00 - 12:00, Myyntiprosessi ja -työkalut KH00BS03-3005
- 13.02.2024 09:00 - 12:00, Myyntiprosessi ja -työkalut KH00BS03-3005
- 05.03.2024 09:00 - 12:00, Myyntiprosessi ja -työkalut KH00BS03-3005
- 09.04.2024 09:00 - 12:00, Myyntiprosessi ja -työkalut KH00BS03-3005
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