Sales Process (5 cr)
Code: 3101198-3010
General information
Enrollment
01.06.2024 - 06.09.2024
Timing
02.09.2024 - 31.12.2024
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
Teachers
- Kai Schleutker
Groups
-
PMYYNS23
- 02.09.2024 11:00 - 13:00, Myyntiprosessi 3101198-3010
- 09.09.2024 11:00 - 13:00, Myyntiprosessi 3101198-3010
- 16.09.2024 11:00 - 13:00, Myyntiprosessi 3101198-3010
- 23.09.2024 11:00 - 13:00, Myyntiprosessi 3101198-3010
- 04.10.2024 10:00 - 12:00, Myyntiprosessi 3101198-3010
- 08.10.2024 08:00 - 10:00, Myyntiprosessi 3101198-3010
- 21.10.2024 11:00 - 13:00, Myyntiprosessi 3101198-3010
- 28.10.2024 14:00 - 16:00, Myyntiprosessi 3101198-3010
Objective
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
sales process
Evaluation scale
H-5