Advanced B2B Sales (5 cr)
Code: MS00CR01-3002
General information
- Enrollment
-
02.12.2024 - 31.01.2025
Registration for the implementation has ended.
- Timing
-
01.01.2025 - 31.07.2025
Implementation is running.
- Number of ECTS credits allocated
- 5 cr
- Local portion
- 5 cr
- Mode of delivery
- Contact learning
- Unit
- Master School
- Teaching languages
- English
- Seats
- 0 - 45
- Degree programmes
- Master of Business Administration, Sales Management
- Master of Engineering, Sales Management
- Teachers
- Timo Holopainen
- Arto Kuuluvainen
- Course
- MS00CR01
Realization has 2 reservations. Total duration of reservations is 14 h 0 min.
| Time | Topic | Location |
|---|---|---|
|
Thu 10.04.2025 time 09:00 - 16:00 (7 h 0 min) |
Advanced B2B Sales MS00CR01-3002 |
EDU_1090
Ringsberg esitystila byod
|
|
Fri 16.05.2025 time 09:00 - 16:00 (7 h 0 min) |
Advanced B2B Sales MS00CR01-3002 |
EDU_1091
Hammarbacka esitystila byod
|
Evaluation scale
H-5
Content scheduling
Content of study unit
-Value based sales and selling
-Social sales and selling
After completing the course, the student is able to
-Execute and lead sales in value creation sales processes
-Manage and lead sales in social selling
-Utilize appropriate sales methods and tools on value based and social selling
Objective
After completing the course, the student is able to:
-Manage and lead sales personnel in value creation sales processes
-Manage and lead sales personnel in social selling
-Utilize appropriate sales methods and tools on value based and social selling
Content
-Value based sales selling
-Social selling
Materials
Töytäri,P., Alejandro, T., B., Parvinen, P., Ollila, I., Nora Rosendahl, N., Bridging the theory to application gap in value-based selling, Journal of Business & Industrial Marketing, 26/7 (2011) 493–502
Holopainen T., Rantala J., Virtanen M., Korhonen T. (2020) Sales Process Evolution. In: Kantola J., Nazir S., Salminen V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2020. Advances in Intelligent Systems and Computing, vol 1209. Springer, Cham
Adamson, B. The end of solutions sales, , Harvard Business Review. Vol.90(7), pp. 61-68 (2012).
Töytäri, P., Rajala, R., Value-based selling: An organizational capability perspective, Industrial Marketing Management. Vol. 45, Feb. (2015)
Furr, N., Shipilov. A., Digital doesn’t have to be disruptive, Harvard Business Review. July-August issue. (2019)
TED Talks
Other material in the learning platforms
Teaching methods
Course teaching methods consist of reading and writing assignments, group and individual assignment, case studies, active participation on classes, self assessment, and reflection.
Exam schedules
N/A
International connections
Active learning methods are applied to reach learning at individual, group and network level. The assignments are planned to develop the students actual work tasks around sales and business development to enhance development, growth and sustainability.
Completion alternatives
N/A
Student workload
1. Pre assignment : Preparation for value based sales exercises, Assignment execution (20 %)
2. Attendance to the contact days:1. Value based sales and 2. social selling (40 %)
3. Middle assignment: Group or individual work from case studies (20 %)
4. Post assignment: Analysis and description of key concept(s) of the course or TALK Article (20%).
All assignments have to accepted and participated at least with 50 %.