Sales Process and Tools (5 cr)
Code: KH00BS03-3005
General information
- Enrollment
-
02.12.2023 - 31.12.2023
Registration for the implementation has ended.
- Timing
-
01.01.2024 - 31.07.2024
Implementation has ended.
- Number of ECTS credits allocated
- 5 cr
- Local portion
- 5 cr
- Mode of delivery
- Contact learning
- Unit
- Engineering and Business
- Campus
- Salo IoT Campus
- Teaching languages
- Finnish
- Seats
- 0 - 50
- Degree programmes
- Degree Programme in Business
- Teachers
- Arto Manninen
- Course
- KH00BS03
Realization has 1 reservations. Total duration of reservations is 3 h 0 min.
| Time | Topic | Location |
|---|---|---|
|
Tue 09.04.2024 time 09:00 - 12:00 (3 h 0 min) |
Myyntiprosessi ja -työkalut KH00BS03-3005 |
SAL_1056d_Demi
Demi avo muunto
|
Evaluation scale
H-5
Content scheduling
Tammi-Toukokuu 2024, jona aikana
4 Lähipäivää a 3 h. Kaikki klo 9-12. Päivät 23.1. 13.2. 5.3. 9.4.
Sen lisäksi mahdollisia tehtäviä itsenäisesti suoritettavaksi.
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.
Materials
Kirjallisuus ja luennot ja muu materiaali (esim. haastattelut).
Teaching methods
Kirjallisuus
Luennot
Erilaiset ryhmä- ja yksilötehtävät
Exam schedules
Ei tenttiä.
International connections
Innovatiivinen pedagokiikka, eettiset toimintamallit
Completion alternatives
Ei valinnaista suoritustapaa.
Student workload
Ryhmä- ja yksilötehtävät, 133 h
Further information
Its, lähipäivät.