Sales Process and Tools IB23SP (5 cr)

Objectives (course unit)

After completing the course, the student is able to - comprehend the components and stages of the sales process and customers’ purchase processes - understand the role of customer relationship management in the sales process - possess the skills and knowledge to maintain successful customer relationship management systems - differentiate how different categories of digital sales tools support sales process in each step - analyze the various digital sales tool categories and their practical uses.

Content (course unit)

- steps of sales process: prospecting, lead generation, qualifying, analyzing the customer needs, closing the deal - buying process vs sales process - Customer Relationship Management - digital sales tools in support of sales process - sales organization and Key Account management

Assessment scale

Five step scale

Teaching methods

The course is studied online in the Moodle learning environment. The study includes familiarization with materials, learning tasks, online material, cases. The course is assessed based on exam and report. The study period starts on 23.09.2024 and ends on 6.12.2024. You must register for the study course no later than 28.10.2024 The course assignments must be returned/completed by 6.12.2024 at the latest. The course exam is online with deadline of 6.12.2024. The course includes online orientation session Session is recorded and can be viewed later. The course Moodle link: https://moodle.savonia.fi/course/view.php?id=2729 The Moodle key: SPT2024

Learning materials

The learning materials of the course include online materials in the learning environment, related articles, podcasts, videos, ebooks, websites).

Student workload

The workload of the course is approximately 135 hours,

Further information

The course is part of the International Business degree program and offered via Campus Online. The course fee is 75 euros for the open university of applied sciences students. Another option is an annual fee of 350 euros, which covers the tuition fees for the next 12 months at the Savonia open university of applied sciences. Within a year of graduation form the Savonia degree, you can start your studies at Savonia Open UAS free of charge. The right to study lasts for one year. High school or vocational college students can study at Savonia's open university of applied sciences free of charge. Those who have graduated from vocational schools or high schools in the North Savo region (as of January 1, 2023) can study one year of Savonia Open University of Applied Sciences studies free of charge, when the studies are started within a year of graduation.