Professional Selling and Modern Business EnvironmentsLaajuus (10 cr)
Code: 3Y00EB12
Credits
10 op
Objectives
Students understand the elemets of demanding professional selling in today's complex business environments. Students are able to critically evaluate and develop sales activities in different companies. Students know how successful sales organization operates today and how the sales activities need to be implemented in uncertain and modern business environments. Students also know how to use digital sales tools and why and how sales and marketing should work towards common goals. This course increases knowledge for the students to develop strategic sales operations in different business environments and how to operate as analytical change leaders. This course is for master level students.
Content
Change in customer behavior
Seller as an expert and complex customer needs
From products to strategic value selling
Professional seller and decision making process of customers
Sales in a team as a part of value-based selling
Sales process and goal oriented interactional value-creation in selling
Enrolment period
09.06.2022 - 10.09.2022
Timing
01.08.2022 - 30.11.2022
Credits
10 op
RDI portion
8 op
Mode of delivery
Contact teaching
Unit
MD in Sales Management
Campus
TAMK Main Campus
Teaching languages
- Finnish
Seats
15 - 40
Degree programmes
- Master's Degree Programme in International Sales and Sales Management
Teachers
- Teppo Yrjönkoski
- Pia Hautamäki
- Marja-Liisa Timperi
- Minna Heikinheimo
Person in charge
Minna Heikinheimo
Groups
-
22YMYY
Objectives (course unit)
Students understand the elemets of demanding professional selling in today's complex business environments. Students are able to critically evaluate and develop sales activities in different companies. Students know how successful sales organization operates today and how the sales activities need to be implemented in uncertain and modern business environments. Students also know how to use digital sales tools and why and how sales and marketing should work towards common goals. This course increases knowledge for the students to develop strategic sales operations in different business environments and how to operate as analytical change leaders. This course is for master level students.
Content (course unit)
Change in customer behavior
Seller as an expert and complex customer needs
From products to strategic value selling
Professional seller and decision making process of customers
Sales in a team as a part of value-based selling
Sales process and goal oriented interactional value-creation in selling
Assessment scale
0-5