Value-based Selling (10 cr)

Objectives (course unit)

Opiskelija
- osaa tunnistaa asiakkaalle merkityksellisen lisäarvon.
- osaa myydä asiakkaalle arvoa tuotteen tai palvelun sijasta.
- osaa muotoilla omaa myyntiprosessiaan asiakkaan arvon näkökulmasta.

Content (course unit)

Mistä muodostuu tuotteen tai palvelun arvo?
Kuinka arvo tuodaan esiin myyntitilanteessa?
Miten arvoa myydään digitaalisissa kanavissa?

Prerequisites (course unit)

1. vuoden opinnot

Assessment criteria, pass/fail (course unit)

Hyväksytty
Opiskelija osoittaa teoriaosaamisen näyttöjen (ns. esseepisteet), seminaarikäyntien ja käytännön tiimiyritystoiminnan kautta osaavansa muotoilla myyntiprosessiaan siten, että se tuottaa arvoa asiakkaalle.

Hylätty
Opiskelija ei hallitse arvomyynnin käsitteistöä eikä osaa toteuttaa sitä käytännössä.

Location and time

According to Proakatemia's common schedules and by organizing independently.

Exam schedules

No exams.

Assessment methods and criteria

According to Curriculum;
- quantity in a timesheet (internal HOPS) reporting hours in seminars, learning cells, team and business meetings
- reading, studying, and publishing essays as agreed
- self-reflection, feedback from team and coach, and possibly from the community or customers.

Assessment scale

Pass/Fail

Teaching methods

There are hardly any traditional lectures or exams at Proakatemia. Learning methods and environments are for example training sessions 'paja' (primings, dialogue, workshops, independent studying), literature, writing and publishing, expert lectures and other fact-finding, project work, seminars, learning cells, and common events. Learning is connected with business projects.

Courses related to Leadership, Sales, marketing, Customers & Networks, Finance, and Trade Specific Competencies are mostly learned by attending seminars and learning cells and by way of literature/essays.

Learning materials

Literature, seminar, and learning cell advice from coaches, teachers, and other teampreneurs.

Student workload

1 cr = 27 hours of students' work, which is reported in personal timesheets.

Content scheduling

The student chooses and plans themselves when, how deeply, and in which order they learn this content.

Completion alternatives

To be agreed with your own team coach.

Practical training and working life cooperation

Seminars, learning cells, and literature are related to the development of own business.

Further information

Studies at Proakatemia are integrated into teampreneurs businesses. It is not possible to study separate courses of the curriculum without special arrangements.

Assessment criteria - pass/fail (Not in use, Look at the Assessment criteria above)

Passed,
when the quality of the learning outcomes is acceptable and the hours and essays have been reported as agreed.

Failed,
if there is a lack of hours or the learning outcomes do not meet the learning objectives of the course.