Credits: 3

Schedule: 31.10.2016 - 05.12.2016

Teaching Period (valid 01.08.2018-31.07.2020): 

II autumn (2018-2019, 2019-2020)

Learning Outcomes (valid 01.08.2018-31.07.2020): 

The principal objective of this course is to give students a general but thorough understanding of the area of innovation selling and sales management for both professional and academic purposes. This includes developing an interest in the area of sales, understanding the dynamics and challenges in organizing sales work and the ability to analytically evaluate and solve sales-related issues. The focus is on innovative and transformative selling, selling under modern new business models, selling in corporate venturing and startup selling. You will learn to apply your knowledge to a number of industries, but the emphasis is on business-to-business contexts. One of the primary goals is to raise the appreciation of the topic and area of sales among students, and create a positive outlook on doing sales for a living.

Content (valid 01.08.2018-31.07.2020): 

This course is designed as a general overview to the area of innovative sales management. Ideally designed for students with some exposure to the area and topic of sales, this course gives you the necessary skills and knowledge to start executing sales management actions in various types of organizations, including startup companies. With topics ranging from grass root level management of sales staff to the role of sales thinking in corporate strategy, this course is ideal for candidates aiming any position that needs to deal with the sales function. This implies that the course discusses not only sales issues, but the relationship of sales with R&D, marketing, corporate management, IT and even public affairs. This course employs mixed teaching methods, with some live lectures and recorded lectures. Instead of an exam, the students do a learning diary, search and analyze academic literature, analyze a case company of their choice and involve in social activity (discussion forums, self-organized seminars) around the course topics.

Assessment Methods and Criteria (valid 01.08.2018-31.07.2020): 

Course assignments 100%

Workload (valid 01.08.2018-31.07.2020): 

3 cr
81 hours:
22h lectures
57 h assignment work
2 h feedback

 

Study Material (valid 01.08.2018-31.07.2020): 

Collection of articles assigned by the lecturer.

Substitutes for Courses (valid 01.08.2018-31.07.2020): 

Replaces the courses TU-91.2040, TU-91.2031 and TU-91.2046

Course Homepage (valid 01.08.2018-31.07.2020): 

https://mycourses.aalto.fi/course/search.php?search=TU-E4080

Prerequisites (valid 01.08.2018-31.07.2020): 

N/A

Registration for Courses (valid 01.08.2018-31.07.2020): 

Registration with WedOodi ends 7 days after the start of the period. A maximum of 60 students are admitted. Students are given priority as follows: 1) Aalto Ventures Program Minor/Startup minor or Creativity and Venturing –minor 2) Master's level students majoring in Industrial Engineering and Management 3) other students (who meet the prerequisites) in order of registration.

Further Information (valid 01.08.2018-31.07.2020): 

Please check the course homepage for the location of the lectures.

 

Description