•   B2B Sales Interactions NY00FH42-3002 26.10.2021-10.12.2021  5 cr  (21YAMK, ...) +-
    Learning outcomes of the course unit
    Student learning outcomes:

    Customers have high expectations for Face-to-Face B-to-B salesmeetings and to meet those expectations a successful salesperson needs to have
    solid interaction skills. The aim of the course is to understand and practice goaloriented interaction in professional B-to-B sales meetings. The student is able to distinguish between various selling orientations and personal selling skills needed in complex B-to-B sales situations for co-creating value with the customer. After completing the course the student is a able to follow the phases of a sales meeting from opening to making a proposition based on needs qualification.
    Prerequisites and co-requisites
    B2B Sales Interactions on osa Myynnin kehittäminen ja johtaminen -opintokokonaisuutta. B2B Sales Interactions -opintojaksolle voi tulla suoraan tai sitä ennen voi halutessaan suorittaa Minustako asiantuntijamyynnin ammattilainen? -opintojakson. (not translated)
    Course contents
    Importance of sales and the transformation of selling
    The sales process and its various phases
    The change in customer behavior and customer expectations
    B2B-oriented sales discussion
    Determining customer needs and asking the right questions
    Presenting a solution and addressing concerns
    Managing own sales efforts
    Assessment criteria
    Satisfactory

    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.

    Good

    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

    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.

    Approved/Failed

    The student is not attending to the lectures and do not finish assignments.


    Name of lecturer(s)

    Pia Hautamäki

    Recommended or required reading

    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.

    Planned learning activities and teaching methods

    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.

    Assessment methods and criteria

    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.

    Language of instruction

    English

    Timing

    26.10.2021 - 10.12.2021

    Registration

    03.05.2021 - 20.10.2021

    Credits

    5 cr

    Group(s)

    21YAMK

    VAPAA

    Seats

    15 - 60

    Teacher(s)

    Sini Jokiniemi

    Office

    TAMK Main Campus

    Virtual proportion

    5 cr

    Evaluation scale

    0-5

    Exam schedule

    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.

    Students use of time and load

    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

    Content periodicity

    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.

    Assessment criteria
    Not approved

    The student is not attending the lectures and does not finish assignments.

    Satisfactory

    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.

    Good

    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

    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