Successful Sales (5 cr)
Code: 3H00DP15-3005
General information
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