Business-to-Business Sales
| Structure Type: | Course |
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| Code: | KD06BNMA680 |
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| Type: | Elective |
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| Level: | Bachelor |
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| Credits: | 3.0 points |
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| Responsible Teacher: | Mäkeläinen, Ville-Pekka |
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| Language of Instruction: | English |
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Course Implementations, Planned Year of Study and Semester
| Curriculum | Semester | Credits | Start of Semester | End of Semester |
| INBUS2-2015 |
2 spring |
3.0 |
2017-01-01 |
2017-07-31 |
| INBUS2-2016 |
2 spring |
3.0 |
2018-01-01 |
2018-07-31 |
Learning Outcomes
The student develops a a basic understanding of the contents of personal sales work in business to business marketing environment. The student learns these concepts through a practical sales case. The student develops also a basic understanding about the management of personal sales work.
Student's Workload
The total student workload is ca 55 hours.
Prerequisites / Recommended Optional Courses
Business to Business Marketing
Contents
Practicing different elements of personal sales work in classroom and school environment in practical sales settings chosen by each student.
Recommended or Required Reading
Will be provided by the teacher.
Mode of Delivery / Planned Learning Activities and Teaching Methods
Lectures (mostly online) and practice.
Assessment Criteria
Excellent (5): The student has carried out work to an excellent standard and participated actively and constructively. Students have shown in the course ability to go through the sales process in a sales situation effectively: Students have been able to find out and create mutually benefiting solutions for both seller and client.
Good (4-3): The student has carried out work well and participated actively. Students have also shown ability to complete the sales process with the client well.
Satisfactory (2-1): The student has carried out work with some minor challenges related to timing and / or contents. Students have challenges in completion of the sales process with clients.
Assessment Methods
Cases.
Work Placement
No work placement in this course.
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