Leading Sales and Business Development (5 cr)

Code: LEA2AB221-3012

Basic information of implementation

Timing
20.10.2025 - 12.12.2025
The implementation has not yet started.
ECTS Credits
5 cr
Campus
Chongqing
Teaching languages
English
Seats
15 - 60
Degree programmes
ABBA Degree Programme in Aviation Business
Teachers
Ari Soinola
Outi Leppälä-Pekkinen
Groups
AB5CQ
Abba 5 period Chongqing (AB5CQ)
CONTACT
Contact implementation
BLENDED
Blended implementation
Course
LEA2AB221

Evaluation scale

H-5

Implementation methods, demonstration and Work&Study

a) Learning with contact teaching including assignments, project work, independent study and exams

b) Taking part in a work-related project or other project

c) Learning by using the work-based learning method “Work&Study” according to a plan which shows how the learning goals of the course can be obtained through the student´s work or hobby. More information from responsible teachers or academic advisors.

d) Demonstration (of earlier skills and knowledge in the course content). More information from responsible teachers or academic advisors.

Materials

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

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