Credits: 3

Schedule: 25.11.2019 - 27.11.2019

Teaching Period (valid 01.08.2018-31.07.2020): 

II autumn (2018-2019, 2019-2020)

Learning Outcomes (valid 01.08.2018-31.07.2020): 

An intensive training on personal selling techniques for a limited number of students forms the core of the course. After the workshops, students feel more competent, comfortable and aware of performing well in a sales interaction. The teaching is knowledge oriented and contains a presentation and a reflection of individual performance.

Content (valid 01.08.2018-31.07.2020): 

This course deepens the knowledge about and skills in 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. Key contents contain finding one’s own sales approach, listening, authority, liaisoning and networking for sales as well as high-powered persuasive sales.

Assessment Methods and Criteria (valid 01.08.2018-31.07.2020): 

Evaluation of participation in workshops (100 %). This course is a workshop course with professional external sales trainers. The grading is 1-5, which reflects the role of the course as a performance-oriented skills course.

Workload (valid 01.08.2018-31.07.2020): 

3 cr 81 hours:

39h workshops
40 field 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

Prerequisites (valid 01.08.2018-31.07.2020): 

TU-E4080 Managing Innovative Sales is a valuable knowledge asset for the course and is highly recommended either before or simultaneously. Also recommended TU-C8250 Sales and Marketing, TU-91.2500 Marketingor equivalent

Grading Scale (valid 01.08.2018-31.07.2020): 

0-5

Registration for Courses (valid 01.08.2018-31.07.2020): 

Registration with WebOodi ends 7 days before the start of the period. A maximum of 30 students are admitted. 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 workshops.

Description

Registration and further information