Processes and Strategic Development of Sales (5 cr)

Evaluation scale

H-5

Schedule

Period 2
Mondays - starting 26.10.2020

Implementation methods, demonstration and Work&Study

Depending on the implementation, learning takes place in contact lessons, as independent studies, teamwork and/or online-studies. The course includes the assessment of one’s own learning.


Recognition of prior learning (RPL)
If students have acquired the required competence in previous work tasks, recreational activities or on another course, they can demonstrate their competence via a demonstration. The demonstration must be agreed with the course teacher. More information and instructions for recognising and validating prior learning (RPL) are available at https://www.haaga-helia.fi/en/recognition-learning Look at "Instructions to students (master)"

Intro

Sales leadership is at the same time science and art. On one had, it’s about putting in place processes that predictably turn leads into lasting customerships. At the same time, developing sales is about intuition: reading subtle signs like a mentalist and negotiating like a jedi. Come along for the ride and learn more about the thrilling dichotomy that is sales!

Materials

Printed /e-books
Selling and Sales Management, 9th edition, David Jobber and Geoff Lancaster ( 2019)
Sales Management - Strategy, Process and Practice, 4th edition , 2017, Cuevas, Donaldson & Lemmens


Oivaltava myynti – asiakkaana organisaatio, Hänti, Kairisto-Mertanen, & Kock, 2016, Edita

Strategiana Asiakaskokemus, Saarijärvi, H. Puustinen P., Docendo 2020

and additional articles and other material to be shared in Moodle by the teacher or the team

Teaching methods and instruction

Online based including teaching and coaching virtually and participation in group discussions on online platforms

Working life connections

The studies and learning assignments seek to mirror everyday business in corporations and other organisations. Students can apply their learning within their current work environment.

Exam dates and re-exam possibilities

No exams . Passing the module is based on submitting the assignments according to the requirements.

Internationality

Depending on the implementation. Students’ backgrounds and work environments will bring an international perspective to the course. Internationality can also be present through case studies, books, articles and assignments.

Completion alternatives

To be agreerd separately

Recognition of prior learning (RPL)
If students have acquired the required competence in previous work tasks, recreational activities or on another course, they can demonstrate their competence by presenting their skills and thus progress faster through their studies. More information and instructions for recognising and validating prior learning (RPL) are available at MyNet.

Learning assignments

Individual assignment ( Can be done either in Finnish or in English) - weight / share of grade 50%

Individual active interaction in team and on the discussion platform weight / share of grade 20 %
Team assignment weight / share of grade 30 %

Assessment methods

Assessment components and weights

Individual assignment ( Can be done either in Finnish or in English) 50 %

Individual active interaction in team and on the discussion platform 20 %
Team assignment 30 %

Assignments to be submitted according to submission dates instructed by the teacher