Strategic SalesLaajuus (5 cr)
Code: R301DL70OJ
Credits
5 op
Teaching language
- English
Responsible person
- Tarja Tammia
Objective
The student knows different stages and objectives of sales process. He/she understands the role of sales in successful business.
He/she knows and understands the essential strategic management theories and the role of technology and research in sales.
The student understands principles of Customer Relationship Management and sales forecasting and evaluation.
Competences: Marketing and Sales Competence
Content
- Stages and objectives of sales process
- Strategic Sales Management theories
- Role of technology and research in sales
- Customer Relationship Management
- Sales forecasting
- Sales evaluation
Qualifications
NULL
Assessment criteria, satisfactory (1)
Level 1
Stages and objectives of sales process:
The student is aware of different stages and objectives of sales process.
The student acknowledges the role of sales in successful business.
He/she knows and acknowledges the essential strategic sales management theories and the role of technology and research in sales.
The student acknowledges the principles of Customer Relationship Management and he/she acknowledges how the importance of sales forecasting and evaluation.
Level 2
Stages and objectives of sales process:
The student knows different stages and objectives of sales process and is able to apply them.
The student understands the role of sales in successful business. He/she knows and understands the essential strategic sales management theories and the role of technology and research in sales.
The student understands the principles of Customer Relationship Management and he/she understands how the importance of sales forecasting and evaluation.
Assessment criteria, good (3)
Level 3
Stages and objectives of sales process:
The student understands and is able to analyse different stages and objectives of sales process.
He/she is able to analyse how sales impacts successful business.
He/she is able to analyse and utilise the essential strategic sales management theories and utilise technology and research in sales.
The student is able to analyse and utilise Customer Relationship Management and sales forecasting and evaluation.
Level 4
Stages and objectives of sales process:
The student understands and is able to determine different stages and objectives of sales process.
He/she is able to analyse and determine how sales impacts successful business.
He/she is able to analyse and utilise the essential strategic sales management theories and utilise technology and research in sales needed to develop sales strategies.
The student is able to analyse and utilise Customer Relationship Management and sales forecasting and evaluation.
Assessment criteria, excellent (5)
Level 5
Stages and objectives of sales process:
The student is able to critically evaluate different stages and objectives of sales process.
The student is able to critically evaluate how sales impact successful business and how to potentially improve sales functions.
He/she is able to evaluate and effectively utilise strategic sales management theories and technology and research in sales. The student is able to evaluate and utilise Customer Relationship Management and sales forecasting and evaluation.
Enrollment
01.10.2024 - 09.02.2025
Timing
10.02.2025 - 11.04.2025
Credits
5 op
Mode of delivery
Contact teaching
Unit
Bachelor of Business Administration, Business Economics R
Teaching languages
- English
Seats
0 - 35
Degree programmes
- International Business
Teachers
- Tuija Kuisma
- Robert Patterson
Responsible person
Tuija Kuisma
Student groups
-
R31D23SInternational Business (full time day studies) Rovaniemi autumn 2023
Objective
The student knows different stages and objectives of sales process. He/she understands the role of sales in successful business.
He/she knows and understands the essential strategic management theories and the role of technology and research in sales.
The student understands principles of Customer Relationship Management and sales forecasting and evaluation.
Competences: Marketing and Sales Competence
Content
- Stages and objectives of sales process
- Strategic Sales Management theories
- Role of technology and research in sales
- Customer Relationship Management
- Sales forecasting
- Sales evaluation
Evaluation scale
H-5
Assessment criteria, satisfactory (1)
Level 1
Stages and objectives of sales process:
The student is aware of different stages and objectives of sales process.
The student acknowledges the role of sales in successful business.
He/she knows and acknowledges the essential strategic sales management theories and the role of technology and research in sales.
The student acknowledges the principles of Customer Relationship Management and he/she acknowledges how the importance of sales forecasting and evaluation.
Level 2
Stages and objectives of sales process:
The student knows different stages and objectives of sales process and is able to apply them.
The student understands the role of sales in successful business. He/she knows and understands the essential strategic sales management theories and the role of technology and research in sales.
The student understands the principles of Customer Relationship Management and he/she understands how the importance of sales forecasting and evaluation.
Assessment criteria, good (3)
Level 3
Stages and objectives of sales process:
The student understands and is able to analyse different stages and objectives of sales process.
He/she is able to analyse how sales impacts successful business.
He/she is able to analyse and utilise the essential strategic sales management theories and utilise technology and research in sales.
The student is able to analyse and utilise Customer Relationship Management and sales forecasting and evaluation.
Level 4
Stages and objectives of sales process:
The student understands and is able to determine different stages and objectives of sales process.
He/she is able to analyse and determine how sales impacts successful business.
He/she is able to analyse and utilise the essential strategic sales management theories and utilise technology and research in sales needed to develop sales strategies.
The student is able to analyse and utilise Customer Relationship Management and sales forecasting and evaluation.
Assessment criteria, excellent (5)
Level 5
Stages and objectives of sales process:
The student is able to critically evaluate different stages and objectives of sales process.
The student is able to critically evaluate how sales impact successful business and how to potentially improve sales functions.
He/she is able to evaluate and effectively utilise strategic sales management theories and technology and research in sales. The student is able to evaluate and utilise Customer Relationship Management and sales forecasting and evaluation.
Qualifications
NULL
Enrollment
02.10.2023 - 11.02.2024
Timing
12.02.2024 - 29.03.2024
Credits
5 op
Virtual proportion (cr)
1 op
RD proportion (cr)
1 op
Mode of delivery
80 % Contact teaching, 20 % Distance learning
Unit
Bachelor of Business Administration, Business Economics R
Teaching languages
- English
Seats
0 - 40
Degree programmes
- International Business
Teachers
- Tuija Kuisma
- Robert Patterson
Responsible person
Tuija Kuisma
Student groups
-
R31D22SInternational Business (full time day studies) Rovaniemi autumn 2022
Objective
The student knows different stages and objectives of sales process. He/she understands the role of sales in successful business.
He/she knows and understands the essential strategic management theories and the role of technology and research in sales.
The student understands principles of Customer Relationship Management and sales forecasting and evaluation.
Competences: Marketing and Sales Competence
Content
- Stages and objectives of sales process
- Strategic Sales Management theories
- Role of technology and research in sales
- Customer Relationship Management
- Sales forecasting
- Sales evaluation
Evaluation scale
H-5
Assessment criteria, satisfactory (1)
Level 1
Stages and objectives of sales process:
The student is aware of different stages and objectives of sales process.
The student acknowledges the role of sales in successful business.
He/she knows and acknowledges the essential strategic sales management theories and the role of technology and research in sales.
The student acknowledges the principles of Customer Relationship Management and he/she acknowledges how the importance of sales forecasting and evaluation.
Level 2
Stages and objectives of sales process:
The student knows different stages and objectives of sales process and is able to apply them.
The student understands the role of sales in successful business. He/she knows and understands the essential strategic sales management theories and the role of technology and research in sales.
The student understands the principles of Customer Relationship Management and he/she understands how the importance of sales forecasting and evaluation.
Assessment criteria, good (3)
Level 3
Stages and objectives of sales process:
The student understands and is able to analyse different stages and objectives of sales process.
He/she is able to analyse how sales impacts successful business.
He/she is able to analyse and utilise the essential strategic sales management theories and utilise technology and research in sales.
The student is able to analyse and utilise Customer Relationship Management and sales forecasting and evaluation.
Level 4
Stages and objectives of sales process:
The student understands and is able to determine different stages and objectives of sales process.
He/she is able to analyse and determine how sales impacts successful business.
He/she is able to analyse and utilise the essential strategic sales management theories and utilise technology and research in sales needed to develop sales strategies.
The student is able to analyse and utilise Customer Relationship Management and sales forecasting and evaluation.
Assessment criteria, excellent (5)
Level 5
Stages and objectives of sales process:
The student is able to critically evaluate different stages and objectives of sales process.
The student is able to critically evaluate how sales impact successful business and how to potentially improve sales functions.
He/she is able to evaluate and effectively utilise strategic sales management theories and technology and research in sales. The student is able to evaluate and utilise Customer Relationship Management and sales forecasting and evaluation.
Qualifications
NULL
Enrollment
03.10.2022 - 02.04.2023
Timing
03.04.2023 - 12.05.2023
Credits
5 op
Mode of delivery
Contact teaching
Unit
Bachelor of Business Administration, Business Economics R
Teaching languages
- English
Seats
0 - 50
Degree programmes
- International Business
Teachers
- Tuija Kuisma
- Robert Patterson
Responsible person
Tuija Kuisma
Student groups
-
R31D21SInternational Business (full time day studies) Rovaniemi autumn 2021
Objective
The student knows different stages and objectives of sales process. He/she understands the role of sales in successful business.
He/she knows and understands the essential strategic management theories and the role of technology and research in sales.
The student understands principles of Customer Relationship Management and sales forecasting and evaluation.
Competences: Marketing and Sales Competence
Content
- Stages and objectives of sales process
- Strategic Sales Management theories
- Role of technology and research in sales
- Customer Relationship Management
- Sales forecasting
- Sales evaluation
Evaluation scale
H-5
Assessment criteria, satisfactory (1)
Level 1
Stages and objectives of sales process:
The student is aware of different stages and objectives of sales process.
The student acknowledges the role of sales in successful business.
He/she knows and acknowledges the essential strategic sales management theories and the role of technology and research in sales.
The student acknowledges the principles of Customer Relationship Management and he/she acknowledges how the importance of sales forecasting and evaluation.
Level 2
Stages and objectives of sales process:
The student knows different stages and objectives of sales process and is able to apply them.
The student understands the role of sales in successful business. He/she knows and understands the essential strategic sales management theories and the role of technology and research in sales.
The student understands the principles of Customer Relationship Management and he/she understands how the importance of sales forecasting and evaluation.
Assessment criteria, good (3)
Level 3
Stages and objectives of sales process:
The student understands and is able to analyse different stages and objectives of sales process.
He/she is able to analyse how sales impacts successful business.
He/she is able to analyse and utilise the essential strategic sales management theories and utilise technology and research in sales.
The student is able to analyse and utilise Customer Relationship Management and sales forecasting and evaluation.
Level 4
Stages and objectives of sales process:
The student understands and is able to determine different stages and objectives of sales process.
He/she is able to analyse and determine how sales impacts successful business.
He/she is able to analyse and utilise the essential strategic sales management theories and utilise technology and research in sales needed to develop sales strategies.
The student is able to analyse and utilise Customer Relationship Management and sales forecasting and evaluation.
Assessment criteria, excellent (5)
Level 5
Stages and objectives of sales process:
The student is able to critically evaluate different stages and objectives of sales process.
The student is able to critically evaluate how sales impact successful business and how to potentially improve sales functions.
He/she is able to evaluate and effectively utilise strategic sales management theories and technology and research in sales. The student is able to evaluate and utilise Customer Relationship Management and sales forecasting and evaluation.
Qualifications
NULL
Enrollment
01.10.2021 - 05.01.2022
Timing
14.03.2022 - 29.04.2022
Credits
5 op
Mode of delivery
Contact teaching
Unit
Bachelor of Business Administration, Business Economics R
Office
Rantavitikka, Jokiväylä 11, Rovaniemi
Teaching languages
- English
Seats
0 - 60
Degree programmes
- International Business
Teachers
- Robert Patterson
- Tuija Kuisma
Responsible person
Tuija Kuisma
Student groups
-
R31D20S
Objective
The student knows different stages and objectives of sales process. He/she understands the role of sales in successful business.
He/she knows and understands the essential strategic management theories and the role of technology and research in sales.
The student understands principles of Customer Relationship Management and sales forecasting and evaluation.
Competences: Marketing and Sales Competence
Content
- Stages and objectives of sales process
- Strategic Sales Management theories
- Role of technology and research in sales
- Customer Relationship Management
- Sales forecasting
- Sales evaluation
Evaluation scale
H-5
Assessment criteria, satisfactory (1)
Level 1
Stages and objectives of sales process:
The student is aware of different stages and objectives of sales process.
The student acknowledges the role of sales in successful business.
He/she knows and acknowledges the essential strategic sales management theories and the role of technology and research in sales.
The student acknowledges the principles of Customer Relationship Management and he/she acknowledges how the importance of sales forecasting and evaluation.
Level 2
Stages and objectives of sales process:
The student knows different stages and objectives of sales process and is able to apply them.
The student understands the role of sales in successful business. He/she knows and understands the essential strategic sales management theories and the role of technology and research in sales.
The student understands the principles of Customer Relationship Management and he/she understands how the importance of sales forecasting and evaluation.
Assessment criteria, good (3)
Level 3
Stages and objectives of sales process:
The student understands and is able to analyse different stages and objectives of sales process.
He/she is able to analyse how sales impacts successful business.
He/she is able to analyse and utilise the essential strategic sales management theories and utilise technology and research in sales.
The student is able to analyse and utilise Customer Relationship Management and sales forecasting and evaluation.
Level 4
Stages and objectives of sales process:
The student understands and is able to determine different stages and objectives of sales process.
He/she is able to analyse and determine how sales impacts successful business.
He/she is able to analyse and utilise the essential strategic sales management theories and utilise technology and research in sales needed to develop sales strategies.
The student is able to analyse and utilise Customer Relationship Management and sales forecasting and evaluation.
Assessment criteria, excellent (5)
Level 5
Stages and objectives of sales process:
The student is able to critically evaluate different stages and objectives of sales process.
The student is able to critically evaluate how sales impact successful business and how to potentially improve sales functions.
He/she is able to evaluate and effectively utilise strategic sales management theories and technology and research in sales. The student is able to evaluate and utilise Customer Relationship Management and sales forecasting and evaluation.
Qualifications
NULL