Sales Management (A0158), 5 op

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Implementation plan Finished



 Study unit                             Sales Management (A0158), 5.0
 Implementation                         HBA1212: 1/2012-2013 (27.08.2012 - 21.12.2012)
 Type                                   DEEPENING PROFESSIONAL COMPETENCE (A027)
 Groups                                 Primary: HBA10SN Others :
 Involved in the project
 Lecturers
 Number of participants                 Minimum: Maximum:
 Enrolment period                       21.05.2012 08:00 - 03.06.2012
 Main timing for implementation
 Applicabililty                         For exchange students: Yes For elective studies: No Open UAS student:
                                        No Suitable for virtual UAS: Yes

 Teachers                               Tawast Kati (Teacher in charge), Pirttineva Maarit (Other teacher)
 Campus                                 Laurea Leppävaara
 Main location for implementation
 Implementation method                  Optima realization/student group, Other method of implementation,
                                        Project/venture/R&D Language: English Virtuality: 2 cr Integration of R&D: 5 cr
 Implementation class
 Focus areas
 Evaluation at the latest               21.01.2013 Storing of graded material ends.: 21.12.2013
 Exam days

 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
 Project (name)                         Sales project
 Work strain                            See more detailed programme in the section "Oppimistapahtumat.
 Other arrangements                     Orientation 6.9.20, 12 9-11.30. Only those who are present will confirm their
                                        participation in the study unit.

Learning events
 Date             o'clock/at h    Subject            Content                                        Status        Teachers
 06.09.2012       12.30-15 2      Orientation        Presentation of the study unit-goals,          Class
                                                     working methods and evaluation. Kati
                                                     Tawast *Cocktail -walking

                                                     *Treasure hunt

                                                     *Sending postcard to myself
 13.09.2012       12.30-15 2      Sales process      Sales process & sales technique will be        Class
                                  & sales            practised in interactive sales negotiations.
                                  technique          Please be prepared to this workshop in
                                                     advance.

                                                 Kati Tawast
 20.09.2012       12.30-15 2      Sales Person's Sales Person's Communication Skills                Class
                                  Communication
                                  Skills
 27.09.2012       12.30-15 2      Cross-cultural Cross-cultural negotiations. Maarit                Class

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                            negotiations      Pirttineva
 04.10.2012   12.30-15 2    Independent       Cross-cultural negotiations. Maarit
                            working           Pirttineva Learning assignment,
                                              teamwork: Do the marketing poster for
                                              the Laurea student project
                                              (Commercialisation of products &
                                              services). Create the marketing poster
                                              according to the instructions in Optima.

 11.10.2012   12.30-15 2    Customer          Customer Relationship Management.              Class
                            Relationship      Ilaria Dalla Pozza Assignment 5:
                            Management
                                              Contact the potential customers of the
                                              Laurea student project (Commercialisation
                                              of Products & Services). Fill into the
                                              customer database who has been
                                              contacted, when, by whom and what was
                                              the result.
 18.10.2012   12.30-15 2    Management        Management of sales organisations.             Class
                            of sales          Maarit Pirttineva
                            organisations
 25.10.2012   12.30-13.30
                        2   Tutor             Status reporting and tutor discussion of the   Class
                            discussion of     sales project. Book time for tutoring in
                            the sales         advance by e-mail: kati.tawast@laurea.fi
                            project           Kati Tawast
 01.11.2012   12.30-15 2    Customer          Customer Knowledge & preparing for the         Class
                            Knowledge &       exam. Kati Tawast
                            preparing the
                            the exam
 08.11.2012   15-17    2    Exam of the       Exam of the study unit. Maarit                 Class
                            study unit        Pirttineva
 15.11.2012   12.30-15 2    Independent       Independent working (Sales project).
                            working
 22.11.2012   12.30-15 2    Independent       Independent working (Sales project).           Class
                            working
 29.11.2012   12.30-15 2    Presentation      Presentation of sales project results. Kati    Class
                            of sales          Tawast
                            project results
 13.12.2012   12.30-14 1    Feedback          Feedback discussion of the study unit.         Class
                            discussion of     Kati Tawast
                            the study unit




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