Please note! Course description is confirmed for two academic years, which means that in general, e.g. Learning outcomes, assessment methods and key content stays unchanged. However, via course syllabus, it is possible to specify or change the course execution in each realization of the course, such as how the contact sessions are organized, assessment methods weighted or materials used.


The participants will learn the role of sales in establishing business-to-business relationships that focus on creating and sharing business value. The course develops knowledge, skills, and tools to develop market-driven value propositions, plan, conduct and evaluate sales activities, and coach sales quality. The participants will also learn about the changing role of sales as cross-disciplinary function in a networked value creation.

Credits: 6

Schedule: 27.10.2020 - 09.12.2020

Teacher in charge (valid 01.08.2020-31.07.2022): Pekka Töytäri

Teacher in charge (applies in this implementation): Pekka Töytäri

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

CEFR level (applies in this implementation):

Language of instruction and studies (valid 01.08.2020-31.07.2022):

Teaching language: English

Languages of study attainment: English


  • Valid 01.08.2020-31.07.2022:

    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.

Assessment Methods and Criteria
  • Valid 01.08.2020-31.07.2022:

    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

  • Valid 01.08.2020-31.07.2022:

    6 credits, 160 hours:

    Interactive sessions with group assignments and learning cases
    Online activities (e-learning assignments, video lectures)
    Article reviews (in-class activity, in groups of 4 students)
    Course essay on key topics of B2B sales (group activity in groups of 2 students)


Study Material
  • Valid 01.08.2020-31.07.2022:

    A collection of articles assigned by the lecturers.

    E-learning assignments, video lectures

SDG: Sustainable Development Goals

    8 Decent Work and Economic Growth

    9 Industry, Innovation and Infrastructure

    12 Responsible Production and Consumption

    17 Partnerships for the Goals