Sales and Sales Management
| Structure Type: | Course |
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| Code: | LTVAMA101 |
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| Type: | Elective |
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| Level: | Bachelor |
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| Credits: | 4.0 points |
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| Responsible Teacher: | Mutka-Vierula, Kristiina |
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| Teacher Team: | Anttila, Terhi |
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| Language of Instruction: | Finnish |
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Course Implementations, Planned Year of Study and Semester
| Curriculum | Semester | Credits | Start of Semester | End of Semester |
| LITAKO-2015 |
2 spring |
4.0 |
2017-01-01 |
2017-07-31 |
| LITAKO-2015 |
3 spring |
4.0 |
2018-01-01 |
2018-07-31 |
| LITAKO-2016 |
2 spring |
4.0 |
2018-01-01 |
2018-07-31 |
Learning Outcomes
The student can apply the basics of sales work. The student can describe the role of sales in integrated marketing communications. The student can evaluate sales situations and his/her own strengths and development needs as a salesperson. The student can analyze and plan sales work and sales management.
Student's Workload
Total work load of the course: about 106 h
- of which scheduled studies: 40 h
- of which autonomous studies: 66 h
Contents
-Basics of sales work, role of sales in marketing communications
-The phases of a sales process
-Qualities and practices of a good salesperson
-Sales management
Recommended or Required Reading
To be announced by the lecturer.
Mode of Delivery / Planned Learning Activities and Teaching Methods
Lectures and excercises.
Assessment Criteria
Excellent (5): The student has done the work to an excellent standard and participated actively and constructively. The student can describe the role of sales in integrated marketing communications. He/she can apply the basics of sales work to an excellent standard. The student can evaluate sales situations and his/her own strengths and development needs as a salesperson. The student can plan sales management.
Good (4-3): The student has done the work well and participated actively. The student can describe the role of sales in integrated marketing communications. The student can apply the basics of sales work to a good standard. The student can evaluate sales situations and his/her own strengths and development needs as a salesperson.
Satisfactory (2-1): The student has done the work and participated as instructed. The student can describe the role of sales in integrated marketing communications. The student can apply the basics of sales work. The student can evaluate sales situations and his/her own strengths and development needs as a salesperson.
Assessment Methods
Excercises, learning diary.
Work Placement
Work placement is not included in the study.
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