Successful SalesLaajuus (5 cr)
Code: 3H00DP15
Credits
5 op
Objectives
During this course the students learn about B2B sales work and related interaction with the customers.
After completing the course the students
- understand the structure of B2B sales process from the first contact to the follow-up
- have enhanced their interaction skills, especially from the point of view of building trust, convincing presentation and negotiation skills
- have the skills in selling sales based on a real customer case.
Content
What are the stages of the B2B customer meeting and how should the seller work at different stages?
How do I become a sales professional?
How to create value for a customer through sales?
Prerequisites
1st year courses or equivalent knowledge.
Assessment criteria, satisfactory (1-2)
The students recognizes the B2B areas of sales work and knows how to designate the various stages of sales. They know the methods of value selling and trust building.
Assessment criteria, good (3-4)
The student understands the basics of B2B sales work. They can work according to instructions in B2B sales work situations, and is able to take advantage of their sales expertise from the point of view of value sales and trust building.
Assessment criteria, excellent (5)
The student understands the areas of B2B sales work and is able to apply them in practical work. They are able to structure the various stages of sales from preparation to the follow-up and apply them in practice. The student is able to develop the value produced for the customer through sales skills, and strengthen the trust between the seller and the customer.
Enrolment period
30.11.2023 - 24.01.2024
Timing
12.02.2024 - 07.04.2024
Credits
5 op
Mode of delivery
Contact teaching
Unit
Business Administration
Campus
TAMK Main Campus
Teaching languages
- Finnish
Seats
0 - 40
Degree programmes
- Degree Programme in Business Administration
Teachers
- Mika Jokinen
- Mari Stenvall
Person in charge
Mika Jokinen
Groups
-
22LIKOM
Objectives (course unit)
During this course the students learn about B2B sales work and related interaction with the customers.
After completing the course the students
- understand the structure of B2B sales process from the first contact to the follow-up
- have enhanced their interaction skills, especially from the point of view of building trust, convincing presentation and negotiation skills
- have the skills in selling sales based on a real customer case.
Content (course unit)
What are the stages of the B2B customer meeting and how should the seller work at different stages?
How do I become a sales professional?
How to create value for a customer through sales?
Prerequisites (course unit)
1st year courses or equivalent knowledge.
Assessment criteria, satisfactory (1-2) (course unit)
The students recognizes the B2B areas of sales work and knows how to designate the various stages of sales. They know the methods of value selling and trust building.
Assessment criteria, good (3-4) (course unit)
The student understands the basics of B2B sales work. They can work according to instructions in B2B sales work situations, and is able to take advantage of their sales expertise from the point of view of value sales and trust building.
Assessment criteria, excellent (5) (course unit)
The student understands the areas of B2B sales work and is able to apply them in practical work. They are able to structure the various stages of sales from preparation to the follow-up and apply them in practice. The student is able to develop the value produced for the customer through sales skills, and strengthen the trust between the seller and the customer.
Assessment scale
0-5
Enrolment period
22.11.2023 - 08.01.2024
Timing
15.01.2024 - 24.05.2024
Credits
5 op
Virtual portion
1 op
Mode of delivery
80 % Contact teaching, 20 % Distance learning
Unit
Business Administration
Campus
TAMK Main Campus
Teaching languages
- Finnish
Seats
0 - 40
Degree programmes
- Degree Programme in Business Administration
Teachers
- Mika Jokinen
- Mari Stenvall
Person in charge
Mika Jokinen
Groups
-
22ALITA
Objectives (course unit)
During this course the students learn about B2B sales work and related interaction with the customers.
After completing the course the students
- understand the structure of B2B sales process from the first contact to the follow-up
- have enhanced their interaction skills, especially from the point of view of building trust, convincing presentation and negotiation skills
- have the skills in selling sales based on a real customer case.
Content (course unit)
What are the stages of the B2B customer meeting and how should the seller work at different stages?
How do I become a sales professional?
How to create value for a customer through sales?
Prerequisites (course unit)
1st year courses or equivalent knowledge.
Assessment criteria, satisfactory (1-2) (course unit)
The students recognizes the B2B areas of sales work and knows how to designate the various stages of sales. They know the methods of value selling and trust building.
Assessment criteria, good (3-4) (course unit)
The student understands the basics of B2B sales work. They can work according to instructions in B2B sales work situations, and is able to take advantage of their sales expertise from the point of view of value sales and trust building.
Assessment criteria, excellent (5) (course unit)
The student understands the areas of B2B sales work and is able to apply them in practical work. They are able to structure the various stages of sales from preparation to the follow-up and apply them in practice. The student is able to develop the value produced for the customer through sales skills, and strengthen the trust between the seller and the customer.
Assessment scale
0-5
Enrolment period
23.11.2022 - 13.02.2023
Timing
24.01.2023 - 18.04.2023
Credits
5 op
Virtual portion
1 op
RDI portion
3 op
Mode of delivery
80 % Contact teaching, 20 % Distance learning
Unit
Business Administration
Campus
TAMK Main Campus
Teaching languages
- Finnish
Seats
0 - 40
Degree programmes
- Degree Programme in Business Administration
Teachers
- Mika Jokinen
- Sini Jokiniemi
- Katri Koli
Person in charge
Sini Jokiniemi
Groups
-
21LIKOM
Objectives (course unit)
During this course the students learn about B2B sales work and related interaction with the customers.
After completing the course the students
- understand the structure of B2B sales process from the first contact to the follow-up
- have enhanced their interaction skills, especially from the point of view of building trust, convincing presentation and negotiation skills
- have the skills in selling sales based on a real customer case.
Content (course unit)
What are the stages of the B2B customer meeting and how should the seller work at different stages?
How do I become a sales professional?
How to create value for a customer through sales?
Prerequisites (course unit)
1st year courses or equivalent knowledge.
Assessment criteria, satisfactory (1-2) (course unit)
The students recognizes the B2B areas of sales work and knows how to designate the various stages of sales. They know the methods of value selling and trust building.
Assessment criteria, good (3-4) (course unit)
The student understands the basics of B2B sales work. They can work according to instructions in B2B sales work situations, and is able to take advantage of their sales expertise from the point of view of value sales and trust building.
Assessment criteria, excellent (5) (course unit)
The student understands the areas of B2B sales work and is able to apply them in practical work. They are able to structure the various stages of sales from preparation to the follow-up and apply them in practice. The student is able to develop the value produced for the customer through sales skills, and strengthen the trust between the seller and the customer.
Assessment scale
0-5
Enrolment period
23.11.2022 - 05.01.2023
Timing
19.01.2023 - 12.05.2023
Credits
5 op
Virtual portion
1 op
RDI portion
1 op
Mode of delivery
80 % Contact teaching, 20 % Distance learning
Unit
Business Administration
Campus
TAMK Main Campus
Teaching languages
- Finnish
Seats
15 - 40
Degree programmes
- Degree Programme in Business Administration
Teachers
- Mika Jokinen
- Mari Stenvall
Person in charge
Mika Jokinen
Groups
-
21ALITA
Objectives (course unit)
During this course the students learn about B2B sales work and related interaction with the customers.
After completing the course the students
- understand the structure of B2B sales process from the first contact to the follow-up
- have enhanced their interaction skills, especially from the point of view of building trust, convincing presentation and negotiation skills
- have the skills in selling sales based on a real customer case.
Content (course unit)
What are the stages of the B2B customer meeting and how should the seller work at different stages?
How do I become a sales professional?
How to create value for a customer through sales?
Prerequisites (course unit)
1st year courses or equivalent knowledge.
Assessment criteria, satisfactory (1-2) (course unit)
The students recognizes the B2B areas of sales work and knows how to designate the various stages of sales. They know the methods of value selling and trust building.
Assessment criteria, good (3-4) (course unit)
The student understands the basics of B2B sales work. They can work according to instructions in B2B sales work situations, and is able to take advantage of their sales expertise from the point of view of value sales and trust building.
Assessment criteria, excellent (5) (course unit)
The student understands the areas of B2B sales work and is able to apply them in practical work. They are able to structure the various stages of sales from preparation to the follow-up and apply them in practice. The student is able to develop the value produced for the customer through sales skills, and strengthen the trust between the seller and the customer.
Assessment scale
0-5
Enrolment period
24.11.2021 - 05.01.2022
Timing
01.02.2022 - 30.04.2022
Credits
5 op
RDI portion
3 op
Mode of delivery
Contact teaching
Unit
Business Administration
Campus
TAMK Main Campus
Teaching languages
- Finnish
Seats
15 - 40
Degree programmes
- Degree Programme in Business Administration
Teachers
- Mika Jokinen
- Sini Jokiniemi
Person in charge
Mika Jokinen
Groups
-
20LIKOM
Objectives (course unit)
During this course the students learn about B2B sales work and related interaction with the customers.
After completing the course the students
- understand the structure of B2B sales process from the first contact to the follow-up
- have enhanced their interaction skills, especially from the point of view of building trust, convincing presentation and negotiation skills
- have the skills in selling sales based on a real customer case.
Content (course unit)
What are the stages of the B2B customer meeting and how should the seller work at different stages?
How do I become a sales professional?
How to create value for a customer through sales?
Prerequisites (course unit)
1st year courses or equivalent knowledge.
Assessment criteria, satisfactory (1-2) (course unit)
The students recognizes the B2B areas of sales work and knows how to designate the various stages of sales. They know the methods of value selling and trust building.
Assessment criteria, good (3-4) (course unit)
The student understands the basics of B2B sales work. They can work according to instructions in B2B sales work situations, and is able to take advantage of their sales expertise from the point of view of value sales and trust building.
Assessment criteria, excellent (5) (course unit)
The student understands the areas of B2B sales work and is able to apply them in practical work. They are able to structure the various stages of sales from preparation to the follow-up and apply them in practice. The student is able to develop the value produced for the customer through sales skills, and strengthen the trust between the seller and the customer.
Assessment scale
0-5
Enrolment period
24.11.2021 - 05.01.2022
Timing
20.01.2022 - 30.04.2022
Credits
5 op
Virtual portion
4 op
RDI portion
4 op
Mode of delivery
20 % Contact teaching, 80 % Distance learning
Unit
Business Administration
Campus
TAMK Main Campus
Teaching languages
- Finnish
Seats
15 - 40
Degree programmes
- Degree Programme in Business Administration
Teachers
- Mika Jokinen
- Mari Stenvall
Person in charge
Mari Stenvall
Groups
-
20ALITA
Objectives (course unit)
During this course the students learn about B2B sales work and related interaction with the customers.
After completing the course the students
- understand the structure of B2B sales process from the first contact to the follow-up
- have enhanced their interaction skills, especially from the point of view of building trust, convincing presentation and negotiation skills
- have the skills in selling sales based on a real customer case.
Content (course unit)
What are the stages of the B2B customer meeting and how should the seller work at different stages?
How do I become a sales professional?
How to create value for a customer through sales?
Prerequisites (course unit)
1st year courses or equivalent knowledge.
Assessment criteria, satisfactory (1-2) (course unit)
The students recognizes the B2B areas of sales work and knows how to designate the various stages of sales. They know the methods of value selling and trust building.
Assessment criteria, good (3-4) (course unit)
The student understands the basics of B2B sales work. They can work according to instructions in B2B sales work situations, and is able to take advantage of their sales expertise from the point of view of value sales and trust building.
Assessment criteria, excellent (5) (course unit)
The student understands the areas of B2B sales work and is able to apply them in practical work. They are able to structure the various stages of sales from preparation to the follow-up and apply them in practice. The student is able to develop the value produced for the customer through sales skills, and strengthen the trust between the seller and the customer.
Assessment scale
0-5
Enrolment period
02.12.2021 - 26.01.2022
Timing
19.01.2022 - 28.04.2022
Credits
5 op
Virtual portion
4 op
RDI portion
4 op
Mode of delivery
20 % Contact teaching, 80 % Distance learning
Unit
Business Administration
Campus
TAMK Main Campus
Teaching languages
- Finnish
Seats
0 - 40
Degree programmes
- Degree Programme in Business Administration
- Open University of Applied Sciences
Teachers
- Mari Stenvall
Person in charge
Mari Stenvall
Groups
-
20LIKOH
-
20LIKOJ
-
20LIKOTA
-
20LIKOTB
Objectives (course unit)
During this course the students learn about B2B sales work and related interaction with the customers.
After completing the course the students
- understand the structure of B2B sales process from the first contact to the follow-up
- have enhanced their interaction skills, especially from the point of view of building trust, convincing presentation and negotiation skills
- have the skills in selling sales based on a real customer case.
Content (course unit)
What are the stages of the B2B customer meeting and how should the seller work at different stages?
How do I become a sales professional?
How to create value for a customer through sales?
Prerequisites (course unit)
1st year courses or equivalent knowledge.
Assessment criteria, satisfactory (1-2) (course unit)
The students recognizes the B2B areas of sales work and knows how to designate the various stages of sales. They know the methods of value selling and trust building.
Assessment criteria, good (3-4) (course unit)
The student understands the basics of B2B sales work. They can work according to instructions in B2B sales work situations, and is able to take advantage of their sales expertise from the point of view of value sales and trust building.
Assessment criteria, excellent (5) (course unit)
The student understands the areas of B2B sales work and is able to apply them in practical work. They are able to structure the various stages of sales from preparation to the follow-up and apply them in practice. The student is able to develop the value produced for the customer through sales skills, and strengthen the trust between the seller and the customer.
Assessment scale
0-5