•   Developing Sales Oriented Organisation SAL4HM102-3008 21.10.2024-13.12.2024  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.

    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

    1.00 cr

    Evaluation scale

    H-5