23E50010 - Managing Value-Based Selling, Lecture, 24.10.2022-7.12.2022
Kurssiasetusten perusteella kurssi on päättynyt 07.12.2022 Etsi kursseja: 23E50010
MVBS Exam on 7.12.202 kl. 09.00 - 12.00
Suorituksen vaatimukset
Opiskelijan on vastattava kyselyyn jotta aktiviteetti lasketaan suoritetuksi
The course exam consists of 4 essay type of questions on the key themes: customer value, value proposition, the proactive sales process, the different processes included in the "big picture" of sales management, individual selling skills, and funnel and opportunity management,
You answer 4 of the 6 questions by writing a short essay (half a page)
You are allowed to have printed copies of the following articles in the exam:
1) "Value propositions in business
markets", Harvard Business Review, Anderson et al (2006)
2) "Selling solutions by selling value" in book “Practices and
Tools for Servitization” Töytäri (2018)
3) "Value-based selling: An organizational capability
perspective", Industrial Marketing Management, Töytäri & Rajala (2015)
4) "Assessing value co-creation and value capture potential in services: a
management framework", Benchmarking – An International Journal, Töytäri
(2015)