The student is able to conduct basic face-to-face sales meetings in B2B settings. The student is familiar with different selling orientations and personal selling skills used in professional selling. The student is somewhat familiar with the role of value co-creation in BtoB sales. The student knows the basic phases of a sales meeting and of adaptive selling.
The student meets the minimum course objectives. The student participates in most contact lessons. The student completes the course assignments on a satisfactory level and the student's performance indicates that he/she is fulfilling the minimum requirements set in the curriculum of the course.
The student is familiar with conducting face-to-face sales meetings in B2B settings. The student can distinguish between different selling orientations and personal selling skills used in professional selling. The student is familiar with the role of value co-creation in BtoB sales.
The student is aware of the phases of a sales meeting and of adaptive selling.
The student meets the course objectives. The student successfully participates in contact lessons. The student completes the course assignments and the student's performance indicates that he/she is fulfilling most of the requirements set in the curriculum of the course
Excellent (5)
The student is highly competent in conducting face-to-face sales meetings in B2B settings. The student possesses comprehensive understanding of different selling orientations and personal selling skills used in professional selling. The student understands the role of value co-creation in BtoB sales. The student masters the phases of a sales meeting and is able to adapt one’s sales behavior during a sales meeting.
The student meets the course objectives sovereignly. The student successfully participates in contact lessons. The student completes the course assignments on a distinguished level. The student's performance indicates that he/she is outstandingly fulfilling all the requirements set in the curriculum of the course.
The student is not attending to the lectures and do not finish assignments.
Pia Hautamäki
Presentation slides (later available in Moodle)
Rackham, Neil. 1988 (or later editions). SPIN Selling. McGraw-Hill Book Company: New York.
Kouzes, Calvert and Posner. 2018. Stop Selling and Start Leading: How to Make Extraordinary Sales Happen. Hoboken, New Jersey: Wiley.
Six scheduled online learning sessions together (Zoom https://tuni.zoom.us/j/68245766268, everyone's online presence required) with facilitated discussions and practice with a simulated business case in smaller groups. Homework between the sessions including exchanging ideas with classmates. Oral and written exam at the end of the course.
Online sessions: Each missed session (sessions 2-6) will diminish the grade by 0.5 points
Homework: Each homework needs to be returned. If the homework clearly fails to meet the overall assignment criteria, it will diminish the grade by 0.25 points
Oral exam: To pass you need to cover all the main phases of a typical sales meeting.
Written exam: To pass you need to answer 50% of the questions correctly.
English
26.10.2021 - 10.12.2021
03.05.2021 - 20.10.2021
5 cr
21YAMK
VAPAA
15 - 60
Sini Jokiniemi
TAMK Main Campus
5 cr
0-5
The written exam is organized as an online exam (can be taken from any physical location with internet access). The exam will be open from Thu, Dec 9th (6 am) until Fri, Dec 10th (11.59 pm).
The oral exam is organized as an individual, online, one-to-one simulated sales discussion/role play (20 min) during week 50 (Dec 13th – 17th). The student plays the role of the salesperson and the teacher plays the role of the buyer.
Dates for possible retakes will be negotiated on an individual basis.
Online sessions (*6) = 20 hours
Homework (*5) = 60 hours
Oral exam = 24 hours (preparing for and taking the exam)
Written exam = 30 hours (preparing for and taking the exam)
Official feedback = 1 hour
Session 1: Orientation to B2B Sales interactions
Session 2: Introduction / selling orientations, attitude, skills
Session 3: Understanding customer's goals and challenges
Session 4: Presenting the solution in a value-based manner
Session 5: Offering viewpoints for customer's questions, worries and objections
Session 6: Ensuring the continuation of the selling process.
The student is not attending the lectures and does not finish assignments.
The student is able to conduct basic face-to-face sales meetings in B2B settings. The student is familiar with different selling orientations and personal selling skills used in professional selling. The student is somewhat familiar with the role of value co-creation in BtoB sales. The student knows the basic phases of a sales meeting and of adaptive selling.
The student meets the minimum course objectives. The student participates in most contact lessons. The student completes the course assignments on a satisfactory level and the student's performance indicates that he/she is fulfilling the minimum requirements set in the curriculum of the course.
The student is familiar with conducting face-to-face sales meetings in B2B settings. The student can distinguish between different selling orientations and personal selling skills used in professional selling. The student is familiar with the role of value co-creation in BtoB sales.
The student is aware of the phases of a sales meeting and of adaptive selling.
The student meets the course objectives. The student successfully participates in contact lessons. The student completes the course assignments and the student's performance indicates that he/she is fulfilling most of the requirements set in the curriculum of the course
The student is familiar with conducting face-to-face sales meetings in B2B settings. The student can distinguish between different selling orientations and personal selling skills used in professional selling. The student is familiar with the role of value co-creation in BtoB sales.
The student is aware of the phases of a sales meeting and of adaptive selling.
The student meets the course objectives. The student successfully participates in contact lessons. The student completes the course assignments and the student's performance indicates that he/she is fulfilling most of the requirements set in the curriculum of the course