•   Leading Sales and Business Development LEA2AB221-3012 20.10.2025-12.12.2025  5   (AB5CQ, ...) +-
    Learning objectives
    The module advances the following competences: leadership and management of sales teams, relationship building, sustainable value creation, strategy development. Moreover, the module advances ability to successfully set up and implement your own sales project.
    Starting level and linkage with other courses
    Students have completed the basic studies. The module is a part of professional studies in Porvoo Campus competence-based curriculum.
    Contents
    The module has four components:

    Opportunity identification
    Leading and managing sales teams
    Sales negotiations
    Business Development (Research/Benchmarking/ Implementation)
    Assessment criteria
    Assessment criteria - grade 1
    The students finds it difficult to analyse the business environment to identify business opportunities in the market. With help the student can identify and develop solution to customer needs. S/he can plan and manage a sales process on a real-life project on a basic level. The student has some insight in using suitable sales management tools and leading a team to success. S/he has basic negotiation and communication skills. The student is able to work as a member of a sales team and contribute to the overall results with guidance.
    Assessment criteria - grade 3
    The student can analyse the business environment to identify business opportunities in the market. The student can use the right tools to identify customer needs and develop solutions for the customers. S/he knows how to manage a sales process on a real-life project. The student has good insight in using suitable sales management tools and leading a team to success. S/he shows good negotiation and communications skills. S/he can work responsibly as a team member and shows initiative in reaching the common goal efficiently. S/he displays a broad range of work-life related competences.
    Assessment criteria - grade 5
    The student can analyse the business environment to identify business opportunities in the market in a professional manner. The student professionally uses the right tools to identify customer needs and develop solutions for the customers. S/he has very good command of how to manage a sales process on a real-life project. The student has excellent insight in using suitable sales management tools and shows great input for leading the team to success. S/he shows excellent negotiation and communications skills. S/he has professional skills to work as a team member and shows extraordinary initiative in reaching the common goal. S/he displays a broad range of work-life related competences and makes efficient use of them.
    Learning material and recommended literature

    Butler, David, 2012, Business Devlopment: A Guide to Small Business Strategy. Butterworth & Heineman.

    English W. J., Moate, B., 2009, Discovering New Business Opportunities. Allen & Unwin.

    Jobber, D., Lancaster, G.,2009, Selling and Sales Management. Pearson.

    Reed, W., 2011, Selling For the Long Run. MacGrawHill.

    Cron, William L., 2010, Sales management: concepts and cases. Wiley.

    Tanner, J., Honeycutt, E.,D. & Erffmeyer, R., C. 2009. Sales Management. Shaping Future Sales Leaders. Wessex. Press.

    Gosselin, T, 2007, Practical Negotiating; tools, tactics and techniques, John Wiley & Sons, NJ.
    Mayer, Robert, 2006, How to Win Any Negotiation. Career Press, NJ.

    E-Materials: Futrell, Charles M. Sales Management. Teamwork, Leadership and Technology

    Materials provided by the teachers and students

    Campus

    Chongqing

    Teaching language

    English

    Timing

    20.10.2025 - 12.12.2025

    Groups
    • AB5CQ
    • CONTACT
    • BLENDED
    Teachers

    Outi Leppälä-Pekkinen, Ari Soinola

    Seats

    15 - 60

    Degree Programme

    ABBA Degree Programme in Aviation Business

    R&D proportion

    0.00 cr

    Virtual proportion

    2.50 cr

    Evaluation scale

    H-5