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                          HBA1121: 2/2011-2012 (13.02.2012 - 07.05.2012)
 Type                                    MANAGING A BUSINESS IN THE GLOBAL MARKETPLACE (104)
 Groups                                  Primary: HBA09SN Others :
 Involved in the project
 Lecturers
 Number of participants                  Minimum: Maximum:
 Enrolment period                        28.11.2011 08:00 - 04.12.2011
 Main timing for implementation
 Applicabililty                          For exchange students: Yes For elective studies: No Open UAS student:
                                         No Suitable for virtual UAS: No

 Teachers                                Pirttineva Maarit (Teacher in charge), Fischer Pirjo (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                07.06.2012 Storing of graded material ends.: 20.06.2013
 Exam days

 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
 Study material                          Jobber, D. & Lancaster, G. 2006 Selling and Sales Management. Harlow. Pearson
                                         Education Limited- Pages TBAMcDonald, M. & Woodburn, D. 2007 Key Account
                                         Management - The Definitive Guide. Burlington. Butterworth - Heinemann. Pages
                                         TBALecture material
 Tutoring and communication              The course starts week 7.
 Evaluation criteria and methods         Evaluation is based on assignments, exercises (50%) and on exam (50%). Learning diary
                                         pass/fail. All three parts must be successfully completed.

Learning events
 Date               o'clock/at h   Subject            Content                                     Status          Teachers
                                   Introduction/Pirttineva
 13.02.2012         9 - 15         Pirttineva,
                                   Fischer
 20.02.2012         9 - 15         Fischer
 27.02.2012         9 - 15         Fischer
 05.03.2012         9 - 15         Fischer
 12.03.2012         9 - 15         Pirttineva


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



 19.03.2012   9 - 15       Pirttineva
 26.03.2012   9 - 15       Pirttineva
 02.04.2012   9 - 15       Pirttineva
 09.04.2012                No meeting
 16.04.2012   9 - 15       Pirttineva
 23.04.2012   9 - 15       Fischer,
                           Pirttineva
 30.04.2012   9-           Pirttineva
              11.30
 07.05.2012   9-           Feedback
              11.30




SoleOPS 3.5.5 Study offer © 2005-2016 Solenovo Oy