23E50010 - Managing Value-Based Selling, Lecture, 24.10.2022-7.12.2022

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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

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: 24.10.2022 - 07.12.2022

Teacher in charge (valid for whole curriculum period):

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

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:

    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 for whole curriculum period:

    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

Workload

  • valid for whole curriculum period:

    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)

DETAILS

Substitutes for Courses
Prerequisites
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

FURTHER INFORMATION

Further Information

  • valid for whole curriculum period:

    Teaching Language : English

    Teaching Period : 2022-2023 Autumn II
    2023-2024 Autumn II

    Enrollment :

    The number of students admitted to the course is restricted to 60.

    Priority is given to (1) Aalto students studying in MSc Program of Marketing, (2) CEMS-students, (3) BIZ exchange students, (4) Aalto BIZ B.Sc. students with 150 credits, (5) other BIZ students

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

Aalto University Code of Academic Integrity and Handling Violations Thereof