•   Processes and Strategic Development of Sales SAL4HM101-3008 13.01.2025-14.03.2025  5   (MASALE, ...) +-
    Starting level and linkage with other courses
    No prerequisites.
    Contents
    - Sales processes in BtoB, BtoC and CtoC sales
    - Strategic goals of sales and customerships
    - Sales models, methods and digital tools
    - Sales budgeting, goal setting and measuring
    - Value creation and value promises
    Assessment criteria
    Assessment criteria - grade 1
    The student knows the role and strategic relevance of sales and can name the essential sales processes and tools. The student recognises the strategic goals of sales and can define the basic elements of strategic customership. S/he can describe the essential methods of personal sales and coaching principles. The student can set sales goals and recognise the main elements of value creation. The student knows the digital tools to be used sales.
    Assessment criteria - grade 3
    In addition to the competences described in Grade 1, the student is able to describe the role and strategic relevance of sales. S/he masters the essential sales processes and tools and is able to develop sales processes. The student can set strategic sales goals and define strategic customership and apply the methods of personal sales, the psychology of sales competence and the principles of coaching. The student can set and evaluate sales goals and outcomes and knows the principles of value creation in sales. S/he can utilise the key digital tools of sales. The student can analyse and develop strategic sales in an organisation.
    Assessment criteria - grade 5
    In addition to the competences of Grade 1 and 3, the student analyses, sets and measures the strategic goals of sales and develops strategic customerships. S/he masters sales processes and tools and is able to comprehensively develop sales processes and methods. S/he can apply the methods of personal sales, the psychology of sales competence and the principles of coaching. The student thoroughly analyses and assesses sales goals and outcomes and masters the principles of value creation in sales. The student masters the digital tools of sales. S/he can expertly analyse and develop strategic sales in an organisation.
    Further information
    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.
    Responsible person

    Hanna Rajalahti

    Campus

    Pasila Campus

    Teaching language

    English

    Timing

    13.01.2025 - 14.03.2025

    Groups
    • MASALE
    • EVENING
    • CONTACT
    • EXCH
    • MAGGU
    Teachers

    Aarni Tuomi

    Seats

    31 - 50

    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

    0.00 cr

    Evaluation scale

    H-5