Leading Sales and Business DevelopmentLaajuus (10 cr)

Learning objectives

The module advances the following competences: leadership and management of sales teams, relationship building, sustainable value creation, strategy development. Moreover, the module advances ability to successfully set up and implement your own sales project.

Contents

The module has four components:

Opportunity identification
Leading and managing sales teams
Sales negotiations
Business Development (Research/Benchmarking/ Implementation)

Starting level and linkage with other courses

Students have completed the basic studies. The module is a part of professional studies in Porvoo Campus competence-based curriculum.

Implementation methods, demonstration and Work&Study

a) Learning with contact teaching including assignments, project work, independent study and exams

b) Taking part in a work-related project or other project

c) Learning by using the work-based learning method “Work&Study” according to a plan which shows how the learning goals of the course can be obtained through the student´s work or hobby. More information from responsible teachers or academic advisors.

d) Demonstration (of earlier skills and knowledge in the course content). More information from responsible teachers or academic advisors.

Assessment criteria - grade 1

When the implementation type of the course is CONTACT, ONLINE or BLENDED it is required that the student is present during those teaching hours that are marked in the study schedule. If you are absent more than 25 %, your grade will be lowered by one. If you are absent more than 50 %, the course is failed. 

The students finds it difficult to analyse the business environment to identify business opportunities in the market. With help the student can identify and develop solution to customer needs. S/he can plan and manage a sales process on a real-life project on a basic level. The student has some insight in using suitable sales management tools and leading a team to success. S/he has basic negotiation and communication skills. The student is able to work as a member of a sales team and contribute to the overall results with guidance.

Assessment criteria - grade 3

The student can analyse the business environment to identify business opportunities in the market. The student can use the right tools to identify customer needs and develop solutions for the customers. S/he knows how to manage a sales process on a real-life project. The student has good insight in using suitable sales management tools and leading a team to success. S/he shows good negotiation and communications skills. S/he can work responsibly as a team member and shows initiative in reaching the common goal efficiently. S/he displays a broad range of work-life related competences.

Assessment criteria - grade 5

The student can analyse the business environment to identify business opportunities in the market in a professional manner. The student professionally uses the right tools to identify customer needs and develop solutions for the customers. S/he has very good command of how to manage a sales process on a real-life project. The student has excellent insight in using suitable sales management tools and shows great input for leading the team to success. S/he shows excellent negotiation and communications skills. S/he has professional skills to work as a team member and shows extraordinary initiative in reaching the common goal. S/he displays a broad range of work-life related competences and makes efficient use of them.

Assessment criteria, approved/failed

Individual assignments
Teamwork assignments
Peer assessment
Self-assessment

The self-assessment of one's own learning does not influence the module grade. The self-assessment and students’ feedback to the module will be used for the module development. The feedback is collected via an electronic form

Learning materials

Butler, David, 2012, Business Devlopment: A Guide to Small Business Strategy. Butterworth & Heineman.

English W. J., Moate, B., 2009, Discovering New Business Opportunities. Allen & Unwin.

Jobber, D., Lancaster, G.,2009, Selling and Sales Management. Pearson.

Reed, W., 2011, Selling For the Long Run. MacGrawHill.

Cron, William L., 2010, Sales management: concepts and cases. Wiley.

Tanner, J., Honeycutt, E.,D. & Erffmeyer, R., C. 2009. Sales Management. Shaping Future Sales Leaders. Wessex. Press.

Gosselin, T, 2007, Practical Negotiating; tools, tactics and techniques, John Wiley & Sons, NJ.
Mayer, Robert, 2006, How to Win Any Negotiation. Career Press, NJ.

E-Materials: Futrell, Charles M. Sales Management. Teamwork, Leadership and Technology

Materials provided by the teachers and students