Opinto-opas

Tavoitteet (OJ)

During the course students will learn different techniques and skills for improving their professional sales skills. The student will study different approaches for sales situations and negotiations as well as gain their understanding of sales process.

After completing the course, the students will be able to

• Communicate and negotiate in a demanding business environment.
• Manage a sales process both in b-to-c and b-to-b sales situations.
• Understand the role and usage of digital tools in a sales process.
• Know how to prepare and handle sales situations across cultures.

Sisältö (OJ)

• What are professional sales skills and techniques?
• How to sell successfully in b-to-c and b-to-b settings?
• What kind of digital tools are used in selling?
• How to sell and negotiate in other, selected countries?

Esitietovaatimukset (OJ)

-

Lisätiedot (OJ)

There will be two implementations of the course, one in the autumn semester and another in the spring.

Arviointikriteerit, tyydyttävä (1-2) (OJ)

The student is able to conduct sales negotiations in different target markets. The student knows basic techniques for understanding customer needs. He/she is somewhat familiar with persuasion techniques used in professional selling. The student can give simple sales presentations. He/she knows how to close sales in some situations. The student is aware of digital tools used in the sales process.

Arviointikriteerit, hyvä (3-4) (OJ)

The student is able to conduct sales negotiations in both B2B and B2C settings in different target markets. The student can ask questions to understand customer needs. He/she is familiar with persuasion techniques used in professional selling. The student can identify sales prospects. The student can make professional sales presentations and is familiar with the methods of overcoming sales resistance. He/she knows how to close sales, resulting in enduring buyer-seller relationships. The student is familiar with digital tools in the sales process.

Arviointikriteerit, kiitettävä (5) (OJ)

The student is able to conduct complex sales negotiations in both, B2B and B2C settings in domestic and international target markets. The student can ask the right questions to fully understand customer needs. He/she is familiar with different persuasion techniques used in professional selling. The student understands the role of social influence in sales settings and he/she can identify sales prospects. The student can make professional sales presentations and is familiar with various methods of overcoming sales resistance. He/she knows how to close sales, resulting in long-lasting and mutual beneficial buyer-seller relationships. The student is familiar and able to use diverse digital tools in the sales process.

Arviointikriteerit, hyväksytty/hylätty (OJ)

Not approved 
The student has poor skills of conducting sales negotiations. The student is unaware of basic techniques for understanding customer needs. He/she is unfamiliar with persuasion techniques used in professional selling. The student is unable to give sales presentations. He/she does not know how to close sales. The student is unaware of digital tools used in the sales process. 

Tenttien ja uusintatenttien ajankohdat

Weekly exams in different forms (assignments, games, reports, or other) will be announced in class.

Arviointimenetelmät ja arvioinnin perusteet

Weekly exams in different forms (assignments, games, reports, or other) will be announced in class.

Arviointiasteikko

0-5

Opiskelumuodot ja opetusmenetelmät

- Lectures in the real classroom
- Independent studies based on provided materials
- Sales process simulation assignments and practice individually and with partners

Oppimateriaalit

Materials will be uploaded to the course Moodle page weekly.

Shared learning material in Moodle Presentations Articles Videos
Library for data collection (methods and links)
Models for process planning, implementation and evaluation.
Your own notes and remarks

Opiskelijan ajankäyttö ja kuormitus

One study credit= 27 hours
4 credit class = 108 hours
21 hours of contact teaching
87 hours of individual work and group exerises

Sisällön jaksotus

Planned content
• What are professional sales skills and techniques?
• How to sell successfully in a b2c and/or b2b setting?
• What kind of digital tools are used in selling?
• How to sell and negotiate in other countries?

Harjoittelu- ja työelämäyhteistyö

The guest speakers might be visiting during class time.

Kansainvälisyys

A view of the assessment of European sales competition (ESC)

Lisätietoja opiskelijoille

You will be guided through learning process by Juha Tuominen and Jarmo Tuominiemi. During the course students will learn different techniques and skills for improving their professional sales skills. The student will study different approaches for sales situations and negotiations as well as gain their understanding of sales process. Subject theory runs parallel with the implementation of practical training.

After completing the course, the student will be able to:
- Communicate and negotiate in a demanding business environment
- Manage a sales process both in b2c and b2b sales situations
- Understand the role and usage of digital tools in a sales process
- Know how to prepare and handle sales situations across cultures
- Understand the importance of necessary preparation work before contacting prospects
- Fit the offering into the needs of targeted markets and clients
- Evaluate, choose and use correct sales and negotiation techniques in various sales situations
- Measure, analyze and improve personal sales skills

Arviointikriteerit - hylätty (0) (Ei käytössä, kts Opintojakson Arviointikriteerit ylempänä)

The student has poor skills of conducting sales negotiations. The student is unaware of basic techniques for understanding customer needs. He/she is unfamiliar with persuasion techniques used in professional selling. The student is unable to give sales presentations. He/she does not know how to close sales. The student is unaware of digital tools used in the sales process.

Arviointikriteerit - tyydyttävä (1-2) (Ei käytössä, kts Opintojakson Arviointikriteerit ylempänä)

The student is able to conduct sales negotiations in different target markets. The student knows basic techniques for understanding customer needs. He/she is somewhat familiar with persuasion techniques used in professional selling. The student can give simple sales presentations. He/she knows how to close sales in some situations. The student is aware of digital tools used in the sales process.

Arviointikriteerit - hyvä (3-4) (Ei käytössä, kts Opintojakson Arviointikriteerit ylempänä)

The student is able to conduct sales negotiations in both B2B and B2C settings in different target markets. The student can ask questions to understand customer needs. He/she is familiar with persuasion techniques used in professional selling. The student can identify sales prospects. The student can make professional sales presentations and is familiar with the methods of overcoming sales resistance. He/she knows how to close sales, resulting in enduring buyer-seller relationships. The student is familiar with digital tools in the sales process.

Arviointikriteerit - kiitettävä (5) (Ei käytössä, kts Opintojakson Arviointikriteerit ylempänä)

The student is able to conduct complex sales negotiations in both B2B and B2C settings in domestic and international target markets. The student can ask the right questions to fully understand customer needs. He/she is familiar with different persuasion techniques used in professional selling. The student understands the role of social influence in sales settings and he/she can identify sales prospects. The student can make professional sales presentations and is familiar with various methods of overcoming sales resistance. He/she knows how to close sales, resulting in long-lasting and mutual beneficial buyer-seller relationships. The student is familiar and able to use diverse digital tools in the sales process.