Developing Sales Oriented Organisation (5 cr)

Evaluation scale

H-5

Schedule

2024 2. period,

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 show 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

What is required of the sales organizations now and in the future? How are we able to provide value to the customers? Get involved in getting to know what customer orientation means in sales and develop your organization's sales to meet future challenges.

Materials

Material and details available in Moodle.

Teaching methods and instruction

Online course.
Individual work, team work and discussions.

Working life connections

Students make a development project preferably for their employer organizations.

Internationality

The language is English.

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

Assessment methods

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.