Skip to main content
MyCourses MyCourses
  • Schools
    School of Arts, Design, and Architecture (ARTS) School of Business (BIZ) School of Chemical Engineering (CHEM) –sGuides for students (CHEM) – Instructions for report writing (CHEM) School of Electrical Engineering (ELEC) School of Engineering (ENG) School of Science (SCI) Language Centre Open University Library Aalto university pedagogical training program UNI (exams) Sandbox
  • Service Links
    MyCourses - MyCourses instructions for Teachers - MyCourses instructions for Students - Teacher book your online session with a specialist - Digital tools for teaching - Personal data protection instructions for teachers - Workspace for thesis supervision Sisu Student guide Courses.aalto.fi Library Services - Resourcesguides - Imagoa / Open science and images IT Services Campus maps - Search spaces and see opening hours Restaurants in Otaniemi ASU Aalto Student Union Aalto Marketplace
  • ALLWELL?
    Study Skills Guidance and support for students Starting Point of Wellbeing About AllWell? study well-being questionnaire
  •   ‎(en)‎
      ‎(en)‎   ‎(fi)‎   ‎(sv)‎
  • Toggle Search menu
  • Hi guest! (Log in)

close

Can not find the course?
try also:

  • Sisu
  • Courses.aalto.fi

23E50010 - Managing Value-Based Selling, 10.09.2019-22.10.2019

This course space end date is set to 22.10.2019 Search Courses: 23E50010

  1. Home
  2. Courses
  3. School of Business
  4. department of...
  5. 23e50010 - ma...
 
Syllabus
 

Managing value-based selling

  • Managing value-based selling

    Managing value-based selling

    Most businesses are in a middle of moving their business practices toward service-based exchange, proactive evidence of customer business value, and ecosystem-based value creation. These trends also fundamentally change B2B selling and sales management.

    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, communicate and arrange for joint value creation opportunities by showing how the supplier's capabilities, products and services combined with the customer's capabilities help customers achieve their goals. 

    The course content builds on a view that suppliers and customers integrate their capabilities and resources to create value. The task and goal of the sales function is to identify value creation opportunities, communicate the value creation opportunity to key stakeholders (in the customer organisation), agree on the roles, responsibilities and rules for the joint value creation, and agree on how the valued is shared among the participants.

    The influencing task of the sales function is described as an organised system of sales activities, which are supported by (digital) tools and sales skills. Central to the value-based selling is value proposition, which the sales function builds, communicated, and adapts during the buyer-seller interactions.

    The proactive influencing by the sales function is organised into a framework of sales, key account management, sales opportunity management, and sales funnel management processes, which all link to the customer's buying and procurement processes.

    Learning Outcomes

    The participants will learn how to plan, perform, and manage contemporary B2B sales. The course develops knowledge, skills, and tools to build an effective sales function, develop market-driven value propositions, and evaluate and coach sales quality. The course also teaches customer value (and value proposition), which lay the foundation for the business-to-business exchange. Further, the participants will learn about the changing role of sales as cross-disciplinary function in a networked (ecosystem-based) value creation.

    Assignments

    The course teaching leveraged a versatile set of learning methods, outlined below:

    • Online activities (Online pre-learning module)
    • Article reviews (in-class activity, in groups of 1-2 students)
    • Learning cases (visiting business guest speakers)
    • Learning diary (1-page summary of the day's lecture in a pre-specified format)
    • Course essay (group activity in groups of 2 students)
    • Course exam
    Scope 6 Cr

    • icon for activity
      ForumAnnouncements Forum
    • icon for activity
      ForumGeneral discussion Forum

Course home

Course home

Next section

Course schedule and content►
Skip Upcoming events
Upcoming events
Loading
Site event MyCourses maintenance, service out of use
Monday, 12 June, 10:00 » 17:00

Go to calendar...
  • 23E50010 - Managing Value-Based Selling, 10.09.2019-22.10.2019
  • Sections
  • Managing value-based selling
  • Course schedule and content
  • Learning materials
  • Article review presentations
  • Course essay
  • Learning diaries
  • Home
  • Calendar
  • Learner Metrics

Aalto logo

Tuki / Support
Opiskelijoille / Students
  • MyCourses instructions for students
  • email: mycourses(at)aalto.fi
Opettajille / Teachers
  • MyCourses help
  • MyTeaching Support form
Palvelusta
  • MyCourses rekisteriseloste
  • Tietosuojailmoitus
  • Palvelukuvaus
  • Saavutettavuusseloste
About service
  • MyCourses protection of privacy
  • Privacy notice
  • Service description
  • Accessibility summary
Service
  • MyCourses registerbeskrivining
  • Dataskyddsmeddelande
  • Beskrivining av tjänsten
  • Sammanfattning av tillgängligheten

Hi guest! (Log in)
  • Schools
    • School of Arts, Design, and Architecture (ARTS)
    • School of Business (BIZ)
    • School of Chemical Engineering (CHEM)
    • –sGuides for students (CHEM)
    • – Instructions for report writing (CHEM)
    • School of Electrical Engineering (ELEC)
    • School of Engineering (ENG)
    • School of Science (SCI)
    • Language Centre
    • Open University
    • Library
    • Aalto university pedagogical training program
    • UNI (exams)
    • Sandbox
  • Service Links
    • MyCourses
    • - MyCourses instructions for Teachers
    • - MyCourses instructions for Students
    • - Teacher book your online session with a specialist
    • - Digital tools for teaching
    • - Personal data protection instructions for teachers
    • - Workspace for thesis supervision
    • Sisu
    • Student guide
    • Courses.aalto.fi
    • Library Services
    • - Resourcesguides
    • - Imagoa / Open science and images
    • IT Services
    • Campus maps
    • - Search spaces and see opening hours
    • Restaurants in Otaniemi
    • ASU Aalto Student Union
    • Aalto Marketplace
  • ALLWELL?
    • Study Skills
    • Guidance and support for students
    • Starting Point of Wellbeing
    • About AllWell? study well-being questionnaire
  •   ‎(en)‎
    •   ‎(en)‎
    •   ‎(fi)‎
    •   ‎(sv)‎