TU-E4081 - Selling in Growth Companies D, Lecture, 28.2.2022-3.4.2022

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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: 28.02.2022 - 03.04.2022

Teacher in charge (valid for whole curriculum period):

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

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

CEFR level (valid for whole curriculum period):

Language of instruction and studies (applies in this implementation):

Teaching language: English. Languages of study attainment: English

CONTENT, ASSESSMENT AND WORKLOAD

Content

  • valid for whole curriculum period:

    • 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

Assessment Methods and Criteria

  • valid for whole curriculum period:

    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 k

Workload

  • valid for whole curriculum period:

    133,5 hours:

    32h lectures

    73h exercises

    25h self-reflection assignments

    3,5h feedback

DETAILS

Study Material

  • valid for whole curriculum period:

    Collection of article references assigned by the teacher.

Substitutes for Courses
Prerequisites
SDG: Sustainable Development Goals

    8 Decent Work and Economic Growth

FURTHER INFORMATION

Further Information

  • valid for whole curriculum period:

    Please check the course homepage for the location of the lectures.

    Teaching Period:

    2020-2021 Spring IV

    2021-2022 Spring IV

    Course Homepage: https://mycourses.aalto.fi/course/search.php?search=TU-E4081

    Registration for Courses: In the academic year 2021-2022, registration for courses will take place on Sisu (sisu.aalto.fi) instead of WebOodi.

    A maximum of 60 students are admitted. Students are given priority as follows: 1) Aalto Ventures Program Minor/AVP Startup minor or Creativity and Venturing minor 2) Master's level students majoring in Industrial Engineering and Management 3) other students.

Rules of Conduct - Students´ Rights and Responsibilities (in force from 1 August 2020)

Aalto University Code of Academic Integrity and Handling Violations Thereof