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.


Ability to distinguish excellent sales performance from good and mediocre ones

Ability to select and develop useful sales tools and technologies

Ability to analyze, plan and execute sales strategies and concepts

Ability to analyze cutting-edge knowledge to improve personal selling

Ability to create sales positive sales culture and appreciation for value creating sales work.

Credits: 5

Schedule: 01.03.2021 - 31.03.2021

Teacher in charge (valid 01.08.2020-31.07.2022): Petri Parvinen

Teacher in charge (applies in this implementation): Petri Parvinen

Contact information for the course (valid 25.01.2021-21.12.2112):

Course assistant Antti Lähtevänoja +358440888061

Prof. Petri Parvinen +358503120905

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:

    • Project, product, service selling
    • Customer engagement
    • Sales technology
    • Sales HRM and culture
    • Value-based selling
    • Consultative solution selling
    • Innovation selling
    • Sales techniques and styles
    • Sales funnel management and sales efficiency
    • Teaching customers
    • Selling data

  • Applies in this implementation:

    The course will be run as an online course using an online learning platform. 

    Instructions on completion will be posted one week before the start of the course.

Assessment Methods and Criteria
  • Valid 01.08.2020-31.07.2022:

    Learning diary (5) assessment by teacher

    Field exercise (2) report assessment by teacher

    Self-assessment of in-class exercises (3)



    Knowledge – academic and managerial references, practical examples, showing knowledgeability
    Analytical reflection – numbers, application of theory, critical judgment
    Professionalism – language, structure, balance, visuals

  • Valid 01.08.2020-31.07.2022:

    133,5 hours:

    32h lectures

    73h exercises

    25h self-reflection assignments

    3,5h feedback


Study Material
  • Valid 01.08.2020-31.07.2022:

    Collection of article references assigned by the teacher.

Substitutes for Courses
  • Valid 01.08.2020-31.07.2022:

    TU-E4080 Managing Innovative Sales and TU-E4090 Managing Innovative Sales, exercises. 

  • Valid 01.08.2020-31.07.2022:


SDG: Sustainable Development Goals

    8 Decent Work and Economic Growth