•   Developing Sales Oriented Organisation SAL4HM102-3007 23.10.2023-15.12.2023  5   (MASALE, ...) +-
    Starting level and linkage with other courses
    No prerequisites.
    Contents
    - 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
    Assessment criteria
    Assessment criteria - grade 1
    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.
    Assessment criteria - grade 3
    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.
    Assessment criteria - grade 5
    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.
    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.
    Teaching methods and instruction

    Online course.
    Individual work, team work and discussions.

    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

    23.10.2023 - 15.12.2023

    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

    12.06.2023 - 20.10.2023

    Content scheduling

    2023 2. period, Thursday evenings 17.40 - 20.30

    Groups
    • MASALE
    • EVENING
    • EXCH
    • ONLINE
    • MASALF
    Teachers

    Riku Hytönen, Joona Mäntyvaara

    Seats

    31 - 60

    Degree Programme

    BUTEM Degree Programme in Business Technologies, ATBUM Degree Programme in Aviation and Tourism Business, LEBUM Degree Programme in Leading Business Transformation

    R&D proportion

    0.00 cr

    Virtual proportion

    0.00 cr

    Evaluation scale

    H-5