Study Guide

Description

Degree awarded: Master of Business Administration
Scope: 90 cr

SKILLS PROVIDED
In the Advanced Sales Management degree program, you will graduate as an expert in B2B (business-to-business) sales management and development. You will deepen your knowledge and skills in strategic sales management and development within the business ecosystem. You will be able to critically examine and enhance various aspects of sales management and promote a research-based approach to development tasks.

Topics of study include expert sales work in modern business environments, sales and growth management using technology and data, team leadership with a coaching and emotionally intelligent approach, value creation in sales encounters, and scenario planning for the future of sales. Themes that cut across all areas include digitalization, internationalization, and sustainability. Additionally, sales activities are closely examined from the perspectives of the customer journey, customer experience, and value creation. Various teaching methods are employed in the degree program, including team learning. Collaborative knowledge production and sharing are integral parts of your learning experience.

WORKING LIFE PLACEMENT
Upon graduation, you will become an expert in B2B (business-to-business) sales, a change agent, sales manager, and a development specialist. You will acquire the skills to work in leadership roles within organizations, middle management, or in demanding sales and growth expert positions.

STRUCTURE OF STUDIES
Advanced professional studies 30 cr
Free-choice studies 30 cr
Master’s Thesis 30 cr
Total 90 cr

KEY THEMES OF EDUCATION
Expert Sales Work in Modern Business Environments
Strategic Sales and Growth Management Utilizing Technology and Data
Sales Team Leadership with a Coaching and Emotionally Intelligent Approach
Value Creation in Sales Encounters and Scenario Planning for the Future of Sales

TEACHING METHODS
The education program spans 1.5 years and is based on various pedagogical methods, including collaborative learning. This approach allows for a more in-depth examination of the program's subject areas together with your fellow students, instructors, and other experts.

Your studies consist of compulsory advanced professional studies (30 ECTS), elective studies (30 ECTS), and a thesis (30 ECTS). In the advanced professional studies, your expertise will be enhanced particularly from the perspectives of sales management and sales leadership. Elective studies allow you to supplement your expertise according to your professional development direction.

The thesis (30 ECTS) is grounded in working life and represents an explorative development task serving working life needs in the field of sales management. The commissioner can be the student's employer, other organization or e.g. related RDI-project at TUAS.

For the compulsory advanced professional studies (30 ECTS) and the thesis, instruction is provided through a combination of distance learning and on-site classes, utilizing weekdays (usually Thursday, Friday, Saturday) for daytime and evening classes on approximately two consecutive days each month. The completion of other elective studies (30 ECTS) depends on the student's choices of study modules.

Curriculum development and working life cooperation

The programme is developed based on student- and teacher feedback and taking into consideration work life requirements. Students themselves constitute a significant part of the work life expertise.
Master's theses are working life assignments and already during their studies the students act as critical change agents and pioneers renewing sales activities and strategies in their work-life environments.