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.
LEARNING OUTCOMES
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 antti.lahtevanoja@aalto.fi +358440888061
Prof. Petri Parvinen petri.parvinen@aalto.fi +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
CONTENT, ASSESSMENT AND WORKLOAD
Content
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)
CRITERIA
Knowledge – academic and managerial references, practical examples, showing knowledgeability
Analytical reflection – numbers, application of theory, critical judgment
Professionalism – language, structure, balance, visuals
Workload
Valid 01.08.2020-31.07.2022:
133,5 hours:
32h lectures
73h exercises
25h self-reflection assignments
3,5h feedback
DETAILS
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.
Prerequisites
Valid 01.08.2020-31.07.2022:
None
SDG: Sustainable Development Goals
8 Decent Work and Economic Growth