Sales Management (A0158), 5 cr

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Implementation plan Finished



 Study unit                              Sales Management (A0158), 5.0
 Implementation                          HBA1411: 1/2014-2015 (25.08.2014 - 23.12.2014)
 Type                                    DEEPENING PROFESSIONAL COMPETENCE (A027)
 Groups                                  Primary: HBA12SN Others :
 Involved in the project
 Lecturers
 Number of participants                  Minimum: Maximum:
 Enrolment period                        19.05.2014 08:00 - 02.06.2014
 Main timing for implementation
 Applicabililty                          For exchange students: Yes For elective studies: Yes Open UAS student:
                                         No Suitable for virtual UAS: No

 Teachers                                Nisula Janne-Valtteri (Teacher in charge)
 Campus                                  Laurea Leppävaara
 Main location for implementation
 Implementation method                   Optima realization/student group, Other method of implementation,
                                         Project/venture/R&D, Web/virtual Language: English Virtuality: 0 cr Integration of
                                         R&D: 1 cr
 Implementation class
 Focus areas
 Evaluation at the latest                06.01.2015 Storing of graded material ends.: 20.12.2015
 Exam days                               Real: 13.11.2014 Re-exams: 04.12.2014, 22.01.2015

 Having completed the study unit the     ●         Communicate and negotiate in a demanding business environment
 student is able to                      ●         Manage a sales process
                                         ●         Manage sales organisations

 Previous studies
 Previous studies, more information      SCHEDULE HAS BEEN UPDATED 17 SEPTEMBERReserve all contact dates in
                                         your schedule!Thu 9-11.30, weeks 36-51

Learning events
 Date             o'clock/at h    Subject             Content                                       Status         Teachers
 04.09.2014       9.00-11.30      Start & Intro                                                     Presence
                                                                                                    required!
 11.09.2014       9.00-11.30      Selling the         Marketing is selling – selling is marketing
                                  core of
                                  business
 18.09.2014       9.00-11.30      Building
                                  selling
                                  messages 1
 25.09.2014       9.00-11.30      Group work          No contact session but class time reserved
                                  with                for working with the assignmentPUT
                                  assignment          YOUR IDEAS AND ALL YOUR WORK
                                                      MATERIAL IN OPTIMA AFTER THE
                                                      SESSION! (I will check that you were
                                                      working and there is some material in
                                                      your folder next week)
 02.10.2014       9.00-11.30      Personal sales      Building trust – building relationships
                                  work 1
 09.10.2014       9.00-11.30      Building            Pitch 1Janne Vahvaselkä

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



                           selling
                           messages 2
 16.10.2014   9.00-11.30   Personal sales   Pitch 2Profitability of businessDifferent
                           work 2           clients
 23.10.2014   9.00-11.30   Selling          J-V.
                           techniques
 30.10.2014   9.00-11.30   Objections &     J-V.
                           closing
 06.11.2014   9.00-11.30   Building sales   Run by Sari Kupari
                           force
 13.11.2014   9.00-11.30   Exam                                                         Presence
                                                                                        required
 20.11.2014   9.00-11.30   Managing         Key Accounts & PortfoliosRun by Sari
                           sales work 1     Kupari
 27.11.2014   9.00-11.30   Sales            Managing sales work 2 / Sales concepts
                           concepts and     and marketing strategiesRun by Sari
                           marketing        Kupari
                           strategies
 04.12.2014   9.00-11.30   Pitching your    Pitch 3Building and doing sales             Presence
                           ideas!           presentationsPitching your ideas for your   required!
                                            assignment!J-V. most likely also Janne
                                            Vahvaselkä
 11.12.2014   9.00-11.30   Re-take exam     Re-take exam




SoleOPS 3.5.5 Study offer © 2005-2016 Solenovo Oy