Opetussuunnitelmat

Objective

The object of the course
After completing the course, you understand the significance of sales for a company and society, you demonstrate skills that enable you to successfully work in B2B sales duties, and you are able to plan and implement the various areas involved in the sales process.

Competences
Ethics
Proactive development
Learning to learn
Operating in a workplace



The learning objectives of the course
You understand the significance of sales for a company and society. You are familiar with the principal sales concepts and methods. You are able to describe different sales processes and solve problems related to them. You acquire the skills needed for sales both in the consumer and in the business market. You master the basic principles of telemarketing and social selling. You are able to plan and implement different sales situations. You are able to identify, assess and act in response to the needs and problems of different customers and customer groups posed to products, services and organisations. You are able to use the question technique in a practical B2B sales situation. You are able to assess your own sales skills and draw up a plan for developing your sales competence.

Content

The course contents include the following competencies in B2C, B2B, and telemarketing: sales, interaction skills, customership and evaluation of selling skills.

Oppimateriaali ja suositeltava kirjallisuus

Hänti S. & Kairisto-Mertanen L.& Kock H. Oivaltava myyntityö. Edita 2016

Teaching methods

The course in B2B sales proceeds according to themes. The themes include the following steps that support the learning process:
1. Independent study of the materials / learning assignments and theories of the subject area prior to the workshops / expert lectures
2. Expert lectures / workshops related to the theme during which the learning assignments are discussed in an interactive manner.

Guidance will be available during the course as follows:
1. Upon commencement of the course, introduction to the content of learning assignments, instructions on how to work on the assignments and how to schedule them.
2. Upon commencement of each theme, an introduction to the theme and guidance on how to work on the learning assignments.
3. Guidance for the group assignment in workshops.
4. Assessment of own competence and peer feedback on the group assignment.
5. Written feedback on group assignments.
6. Guidance on the completion of the independent assignment both in workshops and via the online guidance forum.
7. Feedback on the independent/pair assignment orally in the workshop.
8. The grade for the course is based on the competencies shown in the learning assignments included as part of the course. The competence acquired in workshops will also be taken into account.

Expert lectures / workshops on the following topics:

The areas, forms and roles of sales competence
The competence needed in sales work
B2B sales
Interaction in sales work
Interaction in sales work (workshop 1-3)
The steps involved in the sales process from the salesperson’s point of view (workshop 1-2)
Topical themes and trends in sales (workshop / expert lectures)

Employer connections

Visiting lectures
Case assignment is made in business co operation

Exam schedules

Exam date is informed in the beginning of the course.
Exam can be remade twice.

Student workload

Preparing for the workshops by studying the literature 4*15 h = 60 h
Interactive lectures and workshops 12*1.5 h = 18 h
Completion of independent assignments and reading to exam 57 h

Content scheduling

During the course, independent study of literature, interactive lectures and workshops will alternate. Additionally, independent learning assignments will be completed throughout the duration of the course. Exam at the end of the course.

Further information

Avoin amk 5

Evaluation scale

0-5

Arviointikriteerit, tyydyttävä (1-2)

Adequate 1
You understand the principal concepts, theory, and method of B2B sales and describe the implementation by making reference to them. You discuss the subject matter from different perspectives. You interpret the results and present development proposals. You act independently in familiar problem-solving situations in compliance with the instructions given. You recognise your interaction skills and are able to work in a team in a target-oriented manner. You present your point of view and justify it. You take responsibility for your own work. You assess your own B2B sales competence and identify your development targets. You report illustratively, but the report contains certain illogicalities and shortcomings. You write unstructured text with numerous different repeated language and style errors. You follow JAMK’s reporting instructions insufficiently.

Satisfactory 2
You apply the theory, principal concepts and method of B2B sales and use them to justify your solution. You present an appropriate solution proposal based on the result. You possess the practical skills to cope with familiar situations. You are able to cooperate in a responsible manner in problem-solving situations. You apply your interaction skills in a variety of situations and develop them. You take responsibility for your peer’s work. You assess your own B2B sales competence with reference to examples and present your development targets. You report consistently and illustratively, but the report exhibits shortcomings. You write text that is partly unstructured and exhibits many different language and style errors. You follow JAMK’s reporting instructions insufficiently.

Arviointikriteerit, hyvä (3-4)

Good 3
In your solutions, you analyse and classify principal theories and concepts of B2B sales. You are capable of combining several different types of knowledge and skills and methods when solving a problem situation. You analyse and compare the results and present an appropriate solution proposal based on them. You master the practical skills you need to carry out independent work. You demonstrate an ability to solve problems in your field. You are able to organise the team’s activities and take responsibility for its tasks. You are able to substantiate your point of view in interaction situations. You analyse your own B2B sales competence and development targets in a substantiated manner. You report in a logical and illustrative manner, substantiating the points you make. You write structured text with occasional language and style errors. You follow JAMK’s reporting instructions.

Very Good 4
In your solutions, you assess, analyse and combine principal theories, concepts and methods of B2B sales. You assess the outcome and the process that led to it consistently and in a duly substantiated manner while making reference to the objectives. You demonstrate an ability to distinguish the essential matters and make a reasoned assessment and resolution of the overall situation in a complex problem of your field. You present appropriate conclusions and development measures. You master the practical skills to apply your knowledge. You are able to organise the activities of the community and assume responsibility for the tasks and problem-solving situations in a target-oriented manner. You engage in reciprocal discussions with the aim of reaching consensus and strengthening cooperation between the parties. You take responsibility for the development of individuals and the team. You assess and reflect upon your own competencies in different areas and demonstrate development in your B2B sales competence. You report in a logical, analytical and competent manner. You write structured text in a fluent and almost error-free formal style. You follow JAMK’s reporting instructions.

Assessment criteria, excellent (5)

Excellent 5
In your solutions and proposals, you assess critically and make use of relevant B2B sales theories, concepts, research, methods and principles. You define and interpret the principal concepts and theories included in the field and development on the basis of current knowledge and/or research literature. You are able to produce new perspectives and make generalisations. You assess, analyse, compare and substantiate the process, its outcome and proposals that are linked to the set objectives and criteria. You master the practical skills to develop operations. You lead in a goal-oriented manner, taking responsibility for tasks or projects in complex problem-solving situations. You work in collaboration to produce new or creative solutions, anticipating changes in the operating environment. You take responsibility for the development of the team or community. You engage in reciprocal discussions with a challenging approach, developing positive interaction within the team. You reflect upon and develop your customer B2B sales competence, substantiating it in a critical, comprehensive and versatile manner. You report convincingly, presenting a logically coherent whole. You demonstrate critical thinking. You write in an argumentative, insightful and error-free formal style. You follow JAMK’s reporting instructions.

Qualifications

Markkinoinnin perusosaaminen