Processes and Strategic Development of Sales (5 cr)

Evaluation scale

H-5

Schedule

Contact teaching in Pasila, based on schedule. Exemptions are possible, these will be informed at the beginning of the course.

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

Material provided by the teacher as the course starts.

Teaching methods and instruction

Flipped learning -type learning, where it's important that the student prepares independently for contact sessions beforehand.

Working life connections

Contemporary industry case-examples.

Exam dates and re-exam possibilities

There is no exam.

Internationality

International literature; international case-examples.

Completion alternatives

Instructions for Recognition of Prior Learning (RPL) process: https://www.haaga-helia.fi/en/career-planning/recognition-learning

Learning assignments

The course includes independent assignments and a group assignment. The assignment briefs are provided at the beginning of the course.

Assessment methods

Assessment criteria - grade 1
The student knows the role and strategic relevance of sales and can name the essential sales processes and tools. The student recognises the strategic goals of sales and can define the basic elements of strategic customership. S/he can describe the essential methods of personal sales and coaching principles. The student can set sales goals and recognise the main elements of value creation. The student knows the digital tools to be used sales.

Assessment criteria - grade 3
In addition to the competences described in Grade 1, the student is able to describe the role and strategic relevance of sales. S/he masters the essential sales processes and tools and is able to develop sales processes. The student can set strategic sales goals and define strategic customership and apply the methods of personal sales, the psychology of sales competence and the principles of coaching. The student can set and evaluate sales goals and outcomes and knows the principles of value creation in sales. S/he can utilise the key digital tools of sales. The student can analyse and develop strategic sales in an organisation.

Assessment criteria - grade 5
In addition to the competences of Grade 1 and 3, the student analyses, sets and measures the strategic goals of sales and develops strategic customerships. S/he masters sales processes and tools and is able to comprehensively develop sales processes and methods. S/he can apply the methods of personal sales, the psychology of sales competence and the principles of coaching. The student thoroughly analyses and assesses sales goals and outcomes and masters the principles of value creation in sales. The student masters the digital tools of sales. S/he can expertly analyse and develop strategic sales in an organisation.