Customer Oriented Sales (15 cr)

Evaluation scale

H-5

Content scheduling

Basics of purchasing behaviour
Sales process theory
Planning of sales and realization of the plan, budgeting and monitoring
Customer oriented and solution focused sales

Objective

The student
- knows how to define the target group and set goals and schedules for sales
- understands what affects the purchasing behavior of the target group and plans sales accordingly
- knows and implements the different stages of the sales process (also social selling)
- chooses proper and cost-efficient sales channels
- understands the client needs and uses communication skills accordingly in the sales situation
- is able to create a positive atmosphere in his/her sales team for achieving sales goals.

Content

Basics of purchasing behaviour
Sales process theory
Planning of sales and realization of the plan, budgeting and monitoring
Customer oriented and solution focused sales

Materials

Lisäksi opiskelijat voivat hakea itsenäisesti lukumateriaalia opintojakson aikana, lähteeksi voi hakea esimerkiksi Johannes Partanen ”1000 Maailman Parasta kirjaa”. Linkki: https://tiimiakatemia.com/tuote/kirja-kirjoista-tiimiyrittajan-tiimivalmentajan-parhaat-kirjat-2020-21/

Teaching methods

The student does a sales campaign as a project for his/her cooperative or BA, or for a company or organisation out of BA.

Exam schedules

Opiskelija osoittaa oppimistaan koko opintojakson ajan osuuskunnassaan ja BisnesAkatemiassa.

Pedagogic approaches and sustainable development

This course is based on the working culture of BusinesAcademy incl training sessions, learning agreement, projects and reading.
Students present the learning outcomes in their portfolios.

Completion alternatives

Tarkoitettu BisnesAkatemian osuuskunnissa työskenteleville opiskelijoille.

Student workload

Tehtävät nelivetomallin mukaan. Kokonaistyömäärä viidelle opintopisteelle on noin 135 tuntia: työtunteja on tultava vähintään 100 tuntia (aktiiviset työtunnit, treenit, lukupiirit, raportointi portfolion muodossa), tämän lisäksi tiedonhankintaa 35h. Opiskelijan työmäärä perustuu tiedonhankintaan, aktiivisiin työtunteihin, viikoittaisiin treeneihin ja luettuihin kirjoihin/materiaaleihin. Osallistuminen treeneihin on pakollista. Jos jostain syystä opiskelija ei pääse oman tiimin treeneihin, poissaolo korvataan osallistumalla jonkun rinnakkaisryhmän treeneihin. Opiskelija pitää kirjaa työtuntinsa tuntikirjanpitoon. Opintopisteet muodostuvat tehdyn tuntimäärän ja saavutettujen tuotosten perusteella.

Opiskelija reflektoi portfolioonsa omaa urakehitystä ja päivittää urasuunnitelmia esim. videon, kirjallisen reflektion tai muun kautta.

Evaluation methods and criteria

The student is graded according to his/her portfolio, self reflection, peer and coach´s evaluation. The student is responsible for receiving peer evaluation from the project group as well as from the client.

Failed (0)

Opintojakson tavoitteet eivät täyty.

Assessment criteria, satisfactory (1-2)

Grade (1-2), the student
organizes a sales campaign and carries it into effect
understands the basics of consumer behaviour and knows how to use the basic sales tools
follows through the sales campaign and makes sure it is properly evaluated

Assessment criteria, good (3-4)

Grade (3-4) the student
organizes a sales campaign and carries it into effect
follows through the sales campaign and makes sure it is properly evaluated
acts independently in the sales campaign as project manager or according to other role
masters budgeting and other sales tools
develops own goal oriented sales skills according to customer feedback
reaches sales goals

Assessment criteria, excellent (5)

Grade (5) the student
organizes a sales campaign and carries it into effect
follows through the sales campaign and makes sure it is properly evaluated
acts independently in the sales campaign as project manager or according to other role
masters budgeting and other sales tools
develops own and others´goal oriented sales skills according to customer feedback
evaluates and develops diverse expertise in sales
reaches or exceeds sales goals.