{"id":null,"code":"BO00BB83","name":{"valueFi":"Strategic Sales Management","valueEn":"Strategic Sales Management","valueSv":""},"credits":6.0,"minCredits":6,"maxCredits":6,"tags":[],"createdAt":1790534824313,"contentList":[{"title":{"valueFi":"Osaamistavoitteet","valueEn":"Learning outcomes","valueSv":""},"content":{"valueFi":"The primary objective of the course is for students to develop a coherent understanding of the central theories and practices of strategic sales management. Upon successful completion, students will be able to construct modern sales strategies, explain key dynamics of personal selling across diverse private and public sector contexts, and recognize the growing role of sustainability principles and emerging technologies in sales management. In addition, students can design, execute and evaluate small-scale research on selling and/or sales management. Students are also able to express their ideas analytically and effectively in both written and oral form.\r\n\r\nIn terms of generic skills, after completing the course, the student:\r\n-\tis able to make analytical and critical conclusions and identify the need for creative solutions based on relevant materials and data.\r\n-\tis able to develop their professional skills to meet society’s changing needs.\r\n-\twill develop their sectoral language skills and is able to present their research results to the international study group.\r\n-\tis able to take into account the global environmental and digital challenges to make strategic and sustainable decisions.\r\n-\tis able to apply knowledge and methods from different disciplines and contexts to develop innovative solutions to complex problems.\r\n-\tis able to work effectively in a group and to negotiate and assign tasks.","valueEn":"The primary objective of the course is for students to develop a coherent understanding of the central theories and practices of strategic sales management. Upon successful completion, students will be able to construct modern sales strategies, explain key dynamics of personal selling across diverse private and public sector contexts, and recognize the growing role of sustainability principles and emerging technologies in sales management. In addition, students can design, execute and evaluate small-scale research on selling and/or sales management. Students are also able to express their ideas analytically and effectively in both written and oral form.\r\n\r\nIn terms of generic skills, after completing the course, the student:\r\n-\tis able to make analytical and critical conclusions and identify the need for creative solutions based on relevant materials and data.\r\n-\tis able to develop their professional skills to meet society’s changing needs.\r\n-\twill develop their sectoral language skills and is able to present their research results to the international study group.\r\n-\tis able to take into account the global environmental and digital challenges to make strategic and sustainable decisions.\r\n-\tis able to apply knowledge and methods from different disciplines and contexts to develop innovative solutions to complex problems.\r\n-\tis able to work effectively in a group and to negotiate and assign tasks.","valueSv":""}},{"title":{"valueFi":"Sisältö","valueEn":"Content","valueSv":""},"content":{"valueFi":"Lectures, course materials and visitor sessions focus on the following themes: the role of selling in the company strategy, value-based selling, personal selling process, selling to public sector, ethical and sustainable selling, value-based pricing, as well as recent developments in the theory and practice of sales management.","valueEn":"Lectures, course materials and visitor sessions focus on the following themes: the role of selling in the company strategy, value-based selling, personal selling process, selling to public sector, ethical and sustainable selling, value-based pricing, as well as recent developments in the theory and practice of sales management.","valueSv":""}},{"title":{"valueFi":"Suoritustavat","valueEn":"Study Methods","valueSv":""},"content":{"valueFi":"Individual assignment 75 % and group assignment 25 % of the final grade.","valueEn":"Individual assignment 75 % and group assignment 25 % of the final grade.","valueSv":""}},{"title":{"valueFi":"Toteutustavat","valueEn":"Teaching Methods","valueSv":""},"content":{"valueFi":"Face-to-face teaching including lectures and guided exercises (24 h), group assignment (48 h), reading and applying the course material and literature and conducting an individual assignment (90 h).","valueEn":"Face-to-face teaching including lectures and guided exercises (24 h), group assignment (48 h), reading and applying the course material and literature and conducting an individual assignment (90 h).","valueSv":""}},{"title":{"valueFi":"Oppimateriaalit","valueEn":"Learning material","valueSv":""},"content":{"valueFi":"<p>Articles, textbook chapters and other learning material provided in the course.</p>","valueEn":"<p>Articles, textbook chapters and other learning material provided in the course.</p>","valueSv":""}},{"title":{"valueFi":"Lisätiedot","valueEn":"Further information","valueSv":""},"content":{"valueFi":"","valueEn":"","valueSv":""}},{"title":{"valueFi":"Kurssikirjallisuus","valueEn":"Literature","valueSv":""},"content":{"valueFi":"1. Ahearne, M. & Manning, G. (2023) Selling today: Partnering to create value. 15th Global Edition. Pearson, UK. 978-1-292-72690-8\n2. Jobber, D. & Lancaster, G. (2015) Selling and Sales Management. 10th Edition or newer. Pearson, Harlow. 978-1-292-07800-7","valueEn":"1. Ahearne, M. & Manning, G. (2023) Selling today: Partnering to create value. 15th Global Edition. Pearson, UK. 978-1-292-72690-8\n2. Jobber, D. & Lancaster, G. (2015) Selling and Sales Management. 10th Edition or newer. Pearson, Harlow. 978-1-292-07800-7","valueSv":"1. Ahearne, M. & Manning, G. (2023) Selling today: Partnering to create value. 15th Global Edition. Pearson, UK. 978-1-292-72690-8\n2. Jobber, D. & Lancaster, G. (2015) Selling and Sales Management. 10th Edition or newer. Pearson, Harlow. 978-1-292-07800-7"}},{"title":{"valueFi":"Esitietovaatimukset","valueEn":"Qualifications","valueSv":""},"content":{"valueFi":"The course is an independent entity and has no prerequisites.","valueEn":"The course is an independent entity and has no prerequisites.","valueSv":""}},{"title":{"valueFi":"Arviointiasteikko","valueEn":"Assessment scale","valueSv":""},"content":{"valueFi":"1-5/HYL","valueEn":"1-5/FAIL","valueSv":"1-5/FAIL"}},{"title":{"valueFi":"Arviointikriteerit","valueEn":"Assessment criteria","valueSv":""},"content":{"valueFi":"The assessment is based on learning outcomes of the course unit.","valueEn":"The assessment is based on learning outcomes of the course unit.","valueSv":""}},{"title":{"valueFi":"Arviointikriteerit 2","valueEn":"Evaluation criteria 2","valueSv":""},"content":{"valueFi":"","valueEn":"","valueSv":""}},{"title":{"valueFi":"Arviointikriteerit 3","valueEn":"Evaluation criteria 3","valueSv":""},"content":{"valueFi":"","valueEn":"","valueSv":""}},{"title":{"valueFi":"Arviointikriteerit 4","valueEn":"Evaluation criteria 4","valueSv":""},"content":{"valueFi":"","valueEn":"","valueSv":""}},{"title":{"valueFi":"Pääasiallinen opetuskieli","valueEn":"Primary Teaching Language","valueSv":""},"content":{"valueFi":"englanti","valueEn":"English","valueSv":"engelska"}},{"title":{"valueFi":"Taso","valueEn":"Level","valueSv":""},"content":{"valueFi":"Syventävät opinnot","valueEn":"Advanced Studies","valueSv":"Syventävät opinnot"}},{"title":{"valueFi":"Oppiaine","valueEn":"Subject","valueSv":""},"content":{"valueFi":"Markkinointi","valueEn":"Marketing","valueSv":""}},{"title":{"valueFi":"Vastuuhenkilöt","valueEn":"Person in charge","valueSv":""},"content":{"valueFi":"Hannu Torvinen","valueEn":"Hannu Torvinen","valueSv":"Hannu Torvinen"}},{"title":{"valueFi":"Luokittelu","valueEn":"Classification","valueSv":""},"content":{"valueFi":"","valueEn":"","valueSv":""}},{"title":{"valueFi":"Linkit","valueEn":"Links","valueSv":""},"content":{"valueFi":"","valueEn":"","valueSv":""}}]}