Anna-Lena Berglund
Matthew Dixon, Brent Adamson, The Challenger Sale - 2013
Material in Moodle
Youtube-films
Case examples and other material given during the lectures
Lectures (8h)
Workshops (16h)
Self-study day (8h)
Guest lecture
Other self-studies and a reflection paper (50h)
Assigments (50h)
English
31.10.2022 - 18.12.2022
15.06.2022 - 31.10.2022
5 - 40
Faculty of Business
Kristiina Salo
Course consists of two lectures, four workshops, one guest lecture and self-studies (during the independence day) during which the student gets the opportunity to train sales and management skills in practice. Lectures will cover sales framworks and processes. Focus will mainly be in B2B sales.
Workshops will include role plays. Changes might occur based on discussions with students at course start.
Degree Programme in Business Administration
Jakobstad, Köpmansgatan 10
0.00 credits
4.00 credits
H-5
Missed classes must be compensated with a written assignment
Course will cover case examples and a guest lecture from a B2B company
Course is held both on-line and in class in Jakobstad.
First and last workshops are held f2f in Jakobstad and attendance is mandatory.
Lectures (8h)
Workshops (16h)
Self-study day (8h)
Other self-studies and a reflection paper (50h)
Assigments (50h)
1. WORKSHOP 1
Introduction and objectives for the course
Sales process and own sales model
2. LECTURE AND TEAM DISCUSSION
B2B & B2C sales
Lead generation
Inbound sales
3. WORKSHOP 2
Sales skills (call calls, emails, closing) in different sales situations
Peer-to-peer training
Guest lecture
4. WORKSHOP 3
Sales tools and sales concepts
5. SELF-STUDY DAY
Introduction to psycology of sales and storytelling
6. WORKSHOP 4
Soft sales skills and psycology of selling
Persona types
- The student knows the terminology and the basic models for managing sales work
-Can with guidance use the methods discussed during the course
-Has a positive attitude to develop in the area
-The student understands the terminology and understands the models for managing sales work
-Can identify problems in the area and suggest various relevant solutions
- Independently identify and solve problems in the management of sales work
-Motivate different choices of problem solving in the area
-Identify development needs in the area