International Sales and Key Account Management (00742), 10 cr

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Implementation plan Being edited



 Study unit                            International Sales and Key Account Management (00742), 10.0
 Implementation                        HBA1111: 1/2011-2012 (29.08.2011 - 19.12.2011)
 Type                                  MANAGING A BUSINESS IN THE GLOBAL MARKETPLACE (104)
 Groups                                Primary: HBA09SN Others :
 Involved in the project
 Lecturers                             Paula Jouhti
 Number of participants                Minimum: 10 Maximum: 25
 Enrolment period                      23.05.2011 08:00 - 05.06.2011
 Main timing for implementation
 Applicabililty                        For exchange students: Yes For elective studies: Yes Open UAS student:
                                       No Suitable for virtual UAS: Yes

 Teachers                              Pirttineva Maarit (Teacher in charge), Tawast Kati (Other teacher)
 Campus                                Laurea Leppävaara
 Main location for implementation
 Implementation method                 Optima realization/student group, Other method of implementation Language:
                                       English Virtuality: 1 cr Integration of R&D: 0 cr
 Implementation class
 Focus areas
 Evaluation at the latest              19.01.2012 Storing of graded material ends.: 31.12.2012
 Exam days                             Real: December 12, 2011 from 4pm to 6pm Re-exams: 23.02.2012, 29.03.2012

 Having completed the study unit the   • determine and implement key account management strategies
 student is able to
                                       • communicate and negotiate in a demanding business environment

                                       • manage sales organizations

                                       • manage bids, sales negotiations, closing of deals and assessment of customer
                                       profitability

                                       • use consistent and analytical customer information
 Previous studies
 Previous studies, more information    Core professional competences
 Learning objectives                    The students will be able to
                                       ●      determine and implement key account management strategies
                                       ●      communicate and negotiate in demanding business environment
                                       ●      manage sales organisations
                                       ●      manage bids, sales negotiations, closing of deals and assessment of customer
                                              profitability
                                       ●      use consistent and analytical customer information
 Contents
                                       ●      key account management
                                       ●      developing customer relationships
                                       ●      managing sales organisations
                                       ●      sales techniques
                                       ●      negotiation skills
 Study material
 Tutoring and communication
 Evaluation criteria and methods       Evaluation is based on assignments (50%) and on exam (50%), learning diary
                                       Pass/Fail.Each part has to be successfully completed.

SoleOPS 3.5.5 Study offer © 2005-2016 Solenovo Oy
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Implementation plan Being edited




Learning events
 Date         o'clock/at h   Subject         Content   Status   Teachers
 19.09.2011   12.30 -        Introduction,
              15             negotiation
                             process
 26.09.2011   9 - 15         Lecture and
                             Workshop
 03.10.2011   9 - 15         Lecture and
                             Workshop
 10.10.2011   9 -15          Presentations
                             of team
                             assignments
 17.10.2011   9 - 15         Lecture and
                             Workshop
 24.10.2011   9 - 15         Lecture and
                             Workshop
 31.10.2011   9 - 15         Lecture and
                             Workshop
 07.11.2011   9 - 15         Lecture and
                             Workshop
 14.11.2011                  No meeting
 21.11.2011   9-             Lecture and
              11.30          Workshop
 28.11.2011   9 - 15         International
                             Selling/Paula
                             Jouhti
 05.12.2011                  No meeting
 12.12.2011   16 - 18        Exam




SoleOPS 3.5.5 Study offer © 2005-2016 Solenovo Oy