Study Guide

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

Location and time

The course will start on 14.2.2025
and the last lessons will be on 26.3.2025

Materials

Material is provided during the study unit implementation

• Moodle –materials


• HubSpot Academy tutorials

Teaching methods

Learning process is organized through the project work and problem-solving process. It includes teamwork, team tasks, team tutoring, independent studies and knowledge acquisition activities.

Employer connections

Work life examples and cases are included in.

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.

Assessment methods and criteria

Assessment is based on the process and actual skills and knowledge evaluation.
• Exam 50 %
• HubSpot assignment 50%

Qualifications

NULL