Developing Sales Oriented Organisation - SAL4HM102 - Opinto-opas

Developing Sales Oriented Organisation, 5 cr - SAL4HM102

Upcoming implementations

No upcoming implementations yet.

Current implementations

No ongoing implementations yet.

Past implementations

Developing Sales Oriented Organisation SAL4HM102-3008 21.10.2024-13.12.2024 5 op (MASALE, ...) +-
Teaching methods and instruction

Online course.
Individual work, team work and discussions.

Responsible person

Hanna Rajalahti

Learning material and recommended literature

Material and details available in Moodle.

Working life connections

Students make a development project preferably for their employer organizations.

Campus

Pasila Campus

Teaching language

English

Internationality

The language is English.

Timing

21.10.2024 - 13.12.2024

Learning assignments

Topics of the course: 1. Introduction and Assignments 2. Customer-Centric Sales Organization 3. How Organization Drives Value 4. Sales Enablement & AI 5. Building Sales Culture for High Performance 6. How to Drive Organizational Transformation 7. Sales Organization of the Future 8. Final Session Wrap Up

Enrollment

03.06.2024 - 18.10.2024

Content scheduling

2024 2. period,
Groups
- MASALE
- EVENING
- 3AMK
- EXCH
- ONLINE
Teachers

Riku Hytönen

Seats

31 - 60

Further information

Development project max. 76 points
Activity max. 24 points
Total max. 100 points

Points/grade: -39/0, 40-49/1, 50-61/2, 62-74/3, 75-87/4, 88-100/5

Assessment criteria - grade 1
The student knows the strategic role of sales and is able to describe its significance in a sales-oriented organization. He/she recognizes and is able to partly explain the key structures and factors that promote the development and management of a sales-oriented organization. The student recognizes the sales processes in an organization as well as the key factors of strategic sales.

Assessment criteria - grade 3
The student is able to describe the strategic role of sales and its significance in a sales-oriented organization. He/she recognizes and is able to explain the key structures and factors that contribute to the development and management of a sales-oriented organization. The student recognizes sales processes and is able to develop them and strategic sales in an organization.

Assessment criteria - grade 5
The student is able to define the strategic role of sales and its significance in a sales-oriented organization. The student has excellent skills in evaluating and developing the structures and functions of a sales-oriented organization. The student recognizes sales processes in an organization and is able to develop both them and strategic sales holistically.

Degree Programme

ATBUM Degree Programme in Aviation and Tourism Business, LEBUM Degree Programme in Leading Business Transformation, HOSBUM Degree Programme in Tourism and Hospitality Business

R&D proportion

0.00 cr

Virtual proportion

5.00 cr

Evaluation scale

H-5

- Development and management of a sales organisation
- Motivation of a sales organisation
- Integration of sales and marketing
- Organisational structures and operation models from a sales perspective
- Sales and customer journey processes in organisation
- Strategic development of sales

Depending on the implementation, learning takes place in contact lessons, as independent studies, teamwork and/or online-studies. The course includes the assessment of one’s own learning.

Recognition of prior learning (RPL)
If students have acquired the required competence in previous work tasks, recreational activities or on another course, they can show their competence via a demonstration. The demonstration must be agreed with the course teacher. More information and instructions for recognising and validating prior learning (RPL) are available at https://www.haaga-helia.fi/en/recognition-learning Look at "Instructions to students (master)"

What is required of the sales organizations now and in the future? How are we able to provide value to the customers? Get involved in getting to know what customer orientation means in sales and develop your organization's sales to meet future challenges.

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.

No prerequisites.

The student knows the strategic role of sales and can describe its relevance in a sales-oriented organisation. S/he recognises and can explain the essential structures and factors that further the development and management of a sales-oriented organisation. The student recognises the key meeting points of the customer journey, the key processes in an organisation and the key factors of strategic sales.

The student can describe the strategic role in a sales-oriented organisation and its relevance. S/he recognises and can explain the essential structures and factors that further the development and management of a sales-oriented organisation. The student recognises the key meeting points of the customer journey, the key processes in an organisation and is able to develop them and strategic sales in an organisation.

The student can thoroughly describe strategic role and relevance in a sales-oriented organisation. S/he has excellent abilities for assessing and developing structures and functions in a sales-oriented organisation. The student recognises the key meeting points of the customer journey and the key processes in an organisation and is able comprehensively develop them and strategic sales in an organisation.