Sales Work - NONSTOP (2 cr)

Evaluation scale

1-5

Content scheduling

The course is designed so, that each student can study the topics individually, at one's own pace during the course.

Objective

The student classifies the aims of sales work, explains the stages of a sales situation and estimates the demands set to sales work by the characteristics of items and services. The student chooses the means directed at consumer and corporate clients.

Content

Sales work directed at consumer and corporate clients; sales work and its characteristics in selling items and services; the aims of sales work and means to achieve them

Location and time

Student can study the course independently online in Moodle platform during 2.9.2024 - 31.12.2024. The course platform will open on 2.9.2024 in Samk Moodle for students who have registered for the course by 1.9.2024. (Note: ýou will need to activate your SAMK ID and enter Moodle, in order for the new platform to become visible for you.) Course Moodle will open for students automatically after being approved to the course in Loki. After 2.9.2024 enrollments will be accepted within 1 week from enrollment (each Monday of the week).

Materials

Jobber, D. & Lancaster, G. Selling and Sales Management. Pearson. Lyly-Yrjänäinen; Mahlamäki & Rintamäki: Sales in Technology Driven Industries. Teknologiainfo Teknova Oy 2018. Additional articles and material will be listed in Moodle.

Teaching methods

This course in online nonstop course. Student is able to study the course independently according to own timetable. Course enrollments end on 1.12.2024. All assignments need to be returned by 31.12.2024. The course consists of: - Recorded introduction lecture - Monthly voluntary q&a sessions in teachers Hill-room during the course, and - independent study (reading, online videos, assignments and tests). Sales work course is divided in two parts: Part 1: Sales work theory (obligatory), giving level of knowledge 1-3, Part 2: Practical assignment (voluntary), giving level of knowledge 4-5. Student can decide, if he wants to continue to Part 2, and reach deeper practical knowledge of Sales work.

Employer connections

Course contains a field experiment to a company of student's choice, for students who aim for grade 4 or 5 for the course.

Exam schedules

This is an online nonstop course, which a student can study at one's own pace during 2.9.-31.12.2024. The course is scheduled as a non-stop course, which means that you can study the course very much at your own pace. A suggested course schedule will be provided, to help you in planning your schedule. As this is a nonstop course with a lot of flexibility, no retake possibilities are arranged after 31.12.2024.

Pedagogic approaches and sustainable development

SAMK systems and software.

Completion alternatives

If you have previous studies or work related education related to the covered topics and concepts, please contact teacher for the AHOT possibility. Details in Moodle.

Student workload

Module consists of 54 hours of student work (2 credits), consisting of: - 1 hour lecture (the introduction lecture) - 1,5 hours of voluntary questions and answers -sessions - 51,5 hours of independent studies (reading, online videos and presentations, assignments and tests). The course consists of 6 different topics. Suggested schedule is to study 1 topic per week. However, the course is designed so, that each student can study the topics individually, at one's own pace during the course.

Evaluation methods and criteria

Course assessment is based on assignments and tests (totaling 100 points): - Assignments for each topic, together totaling 70 points - One (1) individual report, totaling 30 points.