Leading Sales and Business Development - LEA2AB221 - Opinto-opas

Leading Sales and Business Development, 10 cr - LEA2AB221

Upcoming implementations

Leading Sales and Business Development LEA2AB221-3012 20.10.2025-12.12.2025 5 op (AB5CQ, ...) +-
Learning material and recommended literature

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

Campus

Chongqing

Teaching language

English

Timing

20.10.2025 - 12.12.2025
Groups
- AB5CQ
- CONTACT
- BLENDED
Teachers

Outi Leppälä-Pekkinen, Ari Soinola

Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

R&D proportion

0.00 cr

Virtual proportion

2.50 cr

Evaluation scale

H-5

Current implementations

No ongoing implementations yet.

Past implementations

Leading Sales and Business Development LEA2AB221-3011 21.10.2024-13.12.2024 10 op (AB5CQ) +-
Learning material and recommended literature

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

Campus

Chongqing

Teaching language

English

Timing

21.10.2024 - 13.12.2024
Groups
- AB5CQ
Teachers

Ari Soinola

Seats

15 - 60

Degree Programme

ABBA Degree Programme in Aviation Business

R&D proportion

0.00 cr

Virtual proportion

0.00 cr

Evaluation scale

H-5

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.

The module has four components:

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

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.

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

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

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.

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.

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.

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