Successful Sales (5 cr)
Code: 3H00DP15-3003
General information
- Enrolment period
- 23.11.2020 - 08.01.2021
- Registration for the implementation has ended.
- Timing
- 12.01.2021 - 31.05.2021
- Implementation has ended.
- Credits
- 5 cr
- Virtual portion
- 4 cr
- RDI portion
- 2 cr
- Mode of delivery
- Blended learning
- Unit
- Business Administration
- Campus
- TAMK Main Campus
- Teaching languages
- Finnish
- Seats
- 0 - 35
- Degree programmes
- Degree Programme in Business Administration
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.
Location and time
12.01.2021 08.15 - 11.00 ZOOM Johdanto (kurssin rakenne, tehtävät, aikataulu)
26.01.2021 08.15 - 11.00 ZOOM Orientaatio Best Seller Competiton 2021
09.02.2021 08.00 - 11.00 ZOOM Simulaatioharjoituksia
23.02.2021 08.00 - 11.00 ZOOM Simulaatioharjoituksia
09.03.2021 08.00 - 11.00 ZOOM Simulaatioharjoituksia
23.03.2021 08.00 - 11.00 ZOOM Simulaatioharjoituksia
08.04.2021 08.00 - 11.00 ZOOM Aluekilpailu
15.04.2021 08.00 - 16.00 ZOOM BSC Finaali
Exam schedules
Ei ole tenttiä.
Assessment scale
0-5
Teaching methods
Itsenäistä opiskelua
Simulaatioharjoituksia (rooli-peli)
Tiimioppimista
Etävalmennusta (luentoja)
Learning materials
Hänti, S. Oivaltava myyntityö. 2016.
Muu suositeltava kirjallisuus:
Dixon, M. 2013. The Challenger Sale: Taking Control of the Customer Conversation.
Eades, K. & Sullivan, T. 2014. The Collaborative Sale: Solution Selling in Buyer-Driven World.
Eades, K. 2003. New Solution Selling.
Hanan, M. 2011. Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels
Rackham, N. 2017. SPIN Selling. (saatavana e-kirjana)
Walker, G. 2013. The CustomerCentric Selling
Student workload
Opiskelijan ajankäyttö 5x27h=135h
25h ohjattua etävalmennusta
110h itsenäistä opiskelua tai pienryhmätyöskentelyä
Content scheduling
Best Seller Competition myyntikilpailu: toteutuksella harjoitellaan B2B myyntitapaamista asiakascasen avulla (tammi-huhtikuu)
Completion alternatives
Ei ole valinnaista suoritustapaa.
Further information
Tarkemmat ohjeistukset ja materiaalit löytyvät Moodlesta.