•     BtoB Sales Skills MAR3LF101-3006 26.08.2019-13.12.2019  5   (EXCH, ...) +-
    Learning objectives
    You know the personal selling process in B2B sales and ways to develop your skills as a professional salesperson. You also know various selling techniques in B2B sales negotiations in an international context and you understand the importance of planning your own work, control and customer service in B2B sales.
    Starting level and linkage with other courses
    Prerequisite: MAR1LF101 Basics of Marketing.
    Contents
    B2B buying process and decision making
    customer prospecting methods
    B2B personal selling process step-by-step: sales call planning, approach, need identification, solutions presentation, dealing with objections and price, closing the sale and building up customer relations
    planning your own work, control and development
    cultural aspects in international B2B sales
    ethical issues in B2B sales
    Assessment criteria
    Assessment criteria - grade 1
    Knowledge
    You know the key concepts within the course’s scope, but are yet to develop the general view and the big picture of the subject matter.
    Skills
    You can complete given tasks and assignments with assistance. You need to develop how to apply knowledge
    Competence
    You demonstrate some ability to perform skills and have basic knowledge, but you have difficulty to manage without assistance.
    Assessment criteria - grade 3
    Knowledge
    You know the key concepts well and can explain how the theories and models function and the tools are used. You have a general view of the subject matter.
    Skills
    You complete given tasks and assignments independently. You apply knowledge in hands-on business related situations. You can critique your own practice and identify ways to improve.
    Competence
    You demonstrate sufficient ability to perform skills and have basic to good knowledge. You can perform independently, but you have some challenges in passing on your skills and knowledge to others. You have an interest in professional development.
    Assessment criteria - grade 5
    Knowledge
    You have a strong command of the key and related concepts. You can critically evaluate theories, models and tools. You can demonstrate explicit knowledge of the subject matter, and how it relates to other disciplines.
    Skills
    You apply knowledge in demanding business related situations. You can prioritize and critically select tools and methods for solving complex problems in the subject matter.
    Competence
    You execute skills with natural proficiency and you have detailed and explicit knowledge. You can perform independently and you are also able and actively willing to help others develop and pass on your skills. You have an attitude of continuous professional development.
    Further information
    Internationality
    International context will be covered in sales skills exercises.

    Course formats
    Contact and distant sessions or educationalisation.
    Teaching methods and instruction

    Virtual learning: Contact meetings, AdobeConnect-virtual lessons, Moodle-collaboration Sales manual –team work and sales simulation exercises in teams Individual assignment/home exam Self-assessment of learning -assignment

    Learning material and recommended literature

    Materials to be announced in the implementation plan.

    Mode of delivery

    Contact teaching

    Working life connections

    Realistic selling exercises coordinated with other semester 4 courses: using the same companies’ products/services, if possible. Planning a Sales Manual for the sales department of a real company. Company visitors.

    Campus

    Pasila Campus

    Teaching language

    English

    Internationality

    International context will be covered in sales skills exercises.

    Timing

    26.08.2019 - 13.12.2019

    Learning assignments

    Team exercises and sales manual assignment

    Enrollment

    17.06.2019 - 23.08.2019

    Content scheduling

    On Tuesdays at 10.00-13.30

    Groups
    • EXCH
    • LF3PB
    • LF3PA
    Alternative learning methods

    If you have acquired the required competence in previous work tasks, recreational activities or on another course, you can show the competence with a demonstration and progress faster through your studies. More information and instructions for RPL are available at MyNet.

    Teachers

    Hannu Koikkalainen

    Seats

    15 - 40

    Further information

    Students' performance is graded on the scale: Excellent (5), Very good (4), Good (3), Satisfactory (2), Fair (1), Fail (0).
    Individual assignment 50%
    Sales manual –team work 50%
    Sales simulation exercises 1-5 passed/failed
    All parts must be passed to complete the course.

    Degree Programmes

    GLOBBA Degree Programme in International Business

    Evaluation scale

    H-5

    Assessment criteria - grade 1

    Knowledge: You know the key concepts within the course’s scope, but are yet to develop the general view and the big picture of the subject matter. Skills: You can complete given tasks and assignments with assistance. You need to develop how to apply knowledge. Competence: You demonstrate some ability to perform skills and have basic knowledge, but you have difficulty to manage without assistance.

    Assessment criteria - grade 3

    Knowledge: You know the key concepts well and can explain how the theories and models function and the tools are used. You have a general view of the subject matter. Skills: You complete given tasks and assignments independently. You apply knowledge in hands-on business related situations. You can critique your own practice and identify ways to improve. Competence: You demonstrate sufficient ability to perform skills and have basic to good knowledge. You can perform independently, but you have some challenges in passing on your skills and knowledge to others. You have an interest in professional development.

    Assessment criteria - grade 5

    Knowledge: You have a strong command of the key and related concepts. You can critically evaluate theories, models and tools. You can demonstrate explicit knowledge of the subject matter, and how it relates to other disciplines. Skills: You apply knowledge in demanding business related situations. You can prioritize and critically select tools and methods for solving complex problems in the subject matter. Competence: You execute skills with natural proficiency and you have detailed and explicit knowledge. You can perform independently and you are also able and actively willing to help others develop and pass on your skills. You have an attitude of continuous professional development.