Building B2B Relationship and Solutions SellingLaajuus (5 cr)
Code: 3H00DZ93
Credits
5 op
Objectives
The course will focus on B2B sales, where the focus is on finding solutions to drive the customer's business, and systems to support sales.
Students will be able to
- build solutions that improve the customer's business
- identify their own strengths in solution selling
- consider the importance of holistic customer relationship management
- manage customer relationships using appropriate tools and CRM systems.
Content
How do I get to know and understand the customer's business?
How do I develop my skills as a solution provider?
What tools and systems do I use to manage my sales?
How can I use different CRM systems to manage customer relationships?
Prerequisites
1. and 2. year studies or similar skills and knowledge.
Assessment criteria, satisfactory (1-2)
The student has completed the given tasks. The student knows the basic concepts of solution selling and customer relationship management. The student will be able to apply what he/she has learned at basic level. The student's ability to justify solutions is weak.
Assessment criteria, good (3-4)
The student has completed the given tasks. The student masters the basic concepts and key procedures related to solution selling and customer relationship management. The student can solve practical situations related to the subject area and justify his/her solutions.
Assessment criteria, excellent (5)
The student has completed the given tasks. The student knows the basic concepts and key procedures related to solution selling and customer relationship management. The student will be able to solve and analyse practical situations related to the subject. The student will be able to provide a comprehensive justification for his/her solutions. Where appropriate, they can also search for information and design solutions to challenging situations.
Enrolment period
05.06.2024 - 26.08.2024
Timing
29.08.2024 - 24.11.2024
Credits
5 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
- Teppo Yrjönkoski
Person in charge
Teppo Yrjönkoski
Groups
-
22ALITA
Objectives (course unit)
The course will focus on B2B sales, where the focus is on finding solutions to drive the customer's business, and systems to support sales.
Students will be able to
- build solutions that improve the customer's business
- identify their own strengths in solution selling
- consider the importance of holistic customer relationship management
- manage customer relationships using appropriate tools and CRM systems.
Content (course unit)
How do I get to know and understand the customer's business?
How do I develop my skills as a solution provider?
What tools and systems do I use to manage my sales?
How can I use different CRM systems to manage customer relationships?
Prerequisites (course unit)
1. and 2. year studies or similar skills and knowledge.
Assessment criteria, satisfactory (1-2) (course unit)
The student has completed the given tasks. The student knows the basic concepts of solution selling and customer relationship management. The student will be able to apply what he/she has learned at basic level. The student's ability to justify solutions is weak.
Assessment criteria, good (3-4) (course unit)
The student has completed the given tasks. The student masters the basic concepts and key procedures related to solution selling and customer relationship management. The student can solve practical situations related to the subject area and justify his/her solutions.
Assessment criteria, excellent (5) (course unit)
The student has completed the given tasks. The student knows the basic concepts and key procedures related to solution selling and customer relationship management. The student will be able to solve and analyse practical situations related to the subject. The student will be able to provide a comprehensive justification for his/her solutions. Where appropriate, they can also search for information and design solutions to challenging situations.
Assessment scale
0-5
Enrolment period
07.06.2023 - 30.08.2023
Timing
31.08.2023 - 15.12.2023
Credits
5 op
Virtual portion
1 op
RDI portion
2 op
Mode of delivery
80 % Contact teaching, 20 % Online learning
Unit
Business Administration
Campus
TAMK Main Campus
Teaching languages
- Finnish
Seats
0 - 40
Degree programmes
- Degree Programme in Business Administration
Teachers
- Mika Jokinen
- Teppo Yrjönkoski
Person in charge
Teppo Yrjönkoski
Groups
-
21ALITA
Objectives (course unit)
The course will focus on B2B sales, where the focus is on finding solutions to drive the customer's business, and systems to support sales.
Students will be able to
- build solutions that improve the customer's business
- identify their own strengths in solution selling
- consider the importance of holistic customer relationship management
- manage customer relationships using appropriate tools and CRM systems.
Content (course unit)
How do I get to know and understand the customer's business?
How do I develop my skills as a solution provider?
What tools and systems do I use to manage my sales?
How can I use different CRM systems to manage customer relationships?
Prerequisites (course unit)
1. and 2. year studies or similar skills and knowledge.
Assessment criteria, satisfactory (1-2) (course unit)
The student has completed the given tasks. The student knows the basic concepts of solution selling and customer relationship management. The student will be able to apply what he/she has learned at basic level. The student's ability to justify solutions is weak.
Assessment criteria, good (3-4) (course unit)
The student has completed the given tasks. The student masters the basic concepts and key procedures related to solution selling and customer relationship management. The student can solve practical situations related to the subject area and justify his/her solutions.
Assessment criteria, excellent (5) (course unit)
The student has completed the given tasks. The student knows the basic concepts and key procedures related to solution selling and customer relationship management. The student will be able to solve and analyse practical situations related to the subject. The student will be able to provide a comprehensive justification for his/her solutions. Where appropriate, they can also search for information and design solutions to challenging situations.
Assessment scale
0-5
Enrolment period
01.06.2022 - 22.08.2022
Timing
19.08.2022 - 04.12.2022
Credits
5 op
RDI portion
2 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
- Teppo Yrjönkoski
Person in charge
Teppo Yrjönkoski
Groups
-
20ALITA
Objectives (course unit)
The course will focus on B2B sales, where the focus is on finding solutions to drive the customer's business, and systems to support sales.
Students will be able to
- build solutions that improve the customer's business
- identify their own strengths in solution selling
- consider the importance of holistic customer relationship management
- manage customer relationships using appropriate tools and CRM systems.
Content (course unit)
How do I get to know and understand the customer's business?
How do I develop my skills as a solution provider?
What tools and systems do I use to manage my sales?
How can I use different CRM systems to manage customer relationships?
Prerequisites (course unit)
1. and 2. year studies or similar skills and knowledge.
Assessment criteria, satisfactory (1-2) (course unit)
The student has completed the given tasks. The student knows the basic concepts of solution selling and customer relationship management. The student will be able to apply what he/she has learned at basic level. The student's ability to justify solutions is weak.
Assessment criteria, good (3-4) (course unit)
The student has completed the given tasks. The student masters the basic concepts and key procedures related to solution selling and customer relationship management. The student can solve practical situations related to the subject area and justify his/her solutions.
Assessment criteria, excellent (5) (course unit)
The student has completed the given tasks. The student knows the basic concepts and key procedures related to solution selling and customer relationship management. The student will be able to solve and analyse practical situations related to the subject. The student will be able to provide a comprehensive justification for his/her solutions. Where appropriate, they can also search for information and design solutions to challenging situations.
Assessment scale
0-5