Credits: 6

Schedule: 10.09.2019 - 22.10.2019

Teacher in charge (valid 01.08.2018-31.07.2020): 

Pekka Töytäri

Contact information for the course (applies in this implementation): 

Pekka Töytäri,

Teaching Period (valid 01.08.2018-31.07.2020): 

I 2018–19 (autumn) Töölö campus
I 2019–20 (autumn) Otaniemi campus


Learning Outcomes (valid 01.08.2018-31.07.2020): 

The participants will learn how to plan, perform, and manage contemporary B2B sales. The course develops knowledge, skills, and tools to build an effective sales function, develop market-driven value propositions, and evaluate and coach sales quality. The participants will also learn about the changing role of sales as cross-disciplinary function in a networked value creation.

Content (valid 01.08.2018-31.07.2020): 

The “Managing value-based selling” course focuses on contemporary B2B selling and sales management from an organizational perspective. The course views selling as a proactive business function that seeks to identify and communicate value linked with customer’s business goals and challenges. The course content builds on three key processes, including customer’s buying and decision process, proactive value-selling process, and sales opportunity management process, including the key activities, tools, and competencies required to professionally manage the activities and processes.

Details on the course content (applies in this implementation): 

Most businesses are in a processes of moving their business practices toward service-based exchange, proactive demonstration of customer business value, and ecosystem-based value creation. These trends also fundamentally change B2B selling and sales management. 

Assessment Methods and Criteria (valid 01.08.2018-31.07.2020): 

1. Exam (3 essay type of questions based on reading material, 50% of the grade)
2. In-class activity
3. Article reviews
4. Course essay reflecting the key learning topics of the course

Workload (valid 01.08.2018-31.07.2020): 

6 credits, 160 hours:

• Interactive sessions with group assignments and learning cases
• Online activities (e-learning assignments)
• Article reviews (in-class activity, in groups of 4 students)
• Course essay on sales management system design (group activity in groups of 2 students)

Study Material (valid 01.08.2018-31.07.2020): 

A collection of articles assigned by the lecturers.

Grading Scale (valid 01.08.2018-31.07.2020): 


Registration for Courses (valid 01.08.2018-31.07.2020): 

Registration via WedOodi. Check registration time in WebOodi.


Further Information (valid 01.08.2018-31.07.2020): 

The number of students admitted to the course is restricted to 60. Priority is given to Aalto students studying in MSc Program of Marketing


Registration and further information