Advanced training in modern sales (5cr)

Objective

Student • understands the levels and techniques of customer relationship management • is able to plan and conduct an effective customer meeting • is able to summarise their message as an elevator pitch • understands the structure of the modern sales concept and the content of the playbook • understands the interfaces between sales and marketing and is able to operate in sales and marketing teams • understands the importance of self-management principles and is able to seek means for their implementation in daily life • masters the principles of sales performance management and measurement • has received reinforcement in practical sales work and its various processes • understands the possibilities of utilising artificial intelligence in modern sales work

Content

• Customer segmentation and customer relationship management models • Customer relationship management, planning and annual calendar • Assessment of customer relationship maturity level and tactics • Conducting a customer meeting • Structure of the modern sales concept and content of the playbook • Leading the sales team • Managing sales performance • Self-management and time management • Building an elevator pitch • Artificial intelligence in sales work • "Why" questions and responding to them as the foundation of sales work • Modern sales metrics, 3M

Qualifications

Opintojaksolle ilmoittautumisen edellytyksenä on suoritettu johdantokurssi ”Tekninen myynti 5 op” (TX00CN65) tai ”Menesty modernissa ratkaisumyynnissä 5 op” (XX00FJ44) tai että opiskelija hallitsee vastaavat tiedot ja taidot.

Assessment criteria, satisfactory (1)

The student has achieved the objectives of the course module at a satisfactory level. The student has carefully watched all the videos included in the course module and has successfully completed the related assignments. The student recognises and is able to define key concepts of the course subject area, different sales techniques, and has become familiar with the most common sales tools. The student understands the prerequisites and principles of the development of expertise.

Assessment criteria, good (3)

The student has carefully watched all the videos included in the course and has successfully completed the related assignments. The student has achieved the course objectives well but recognises the knowledge and skills in which development is needed. The student has internalised the concepts of the course’s topic area and sales techniques and is able to justify the solutions made. The student is capable of applying what has been learned in new situations. The student understands the importance of expertise in modern sales work and is able to envision themselves working in sales in the future.

Assessment criteria, excellent (5)

Opiskelija on katsonut huolellisesti kaikki opintojaksoon sisältyvät videot, sisäistänyt niissä esitetyt näkökulmat ja suorittanut hyväksytysti niihin liittyvät tehtävät. Opiskelija on saavuttanut opintojakson tavoitteet kiitettävästi. Opiskelija hallitsee kiitettävästi opintojakson aihepiirin käsitteet, myyntityön tekniikat ja myynnin työkalut. Opiskelija osaa analysoida myyntimenetelmiä sekä esittää käytännön kehittämistoimenpiteitä. Opiskelijalla on hyvät valmiudet soveltaa oppimaansa uusissa tilanteissa. Opiskelija on sisäistänyt modernin myyntityön asiantuntijuusalueet ja pystyy kehittymään myyntityössä valitsemallaan uralla.

Assessment criteria, approved/failed

Accepted The student has achieved the objectives of the course with a satisfactory result. The student has carefully watched all the videos included in the course and successfully completed the related assignments. The student is able to recognise and define the key concepts of the course subject area, various sales techniques, and has become acquainted with the most common sales tools. The student understands the prerequisites and principles for the development of expertise. Rejected The student has not passed the course satisfactorily; the course instructions and essential content—namely, the video lectures—have not been watched at all or have only been partially watched. There are shortcomings in the mastery of the essential content and assignments have not been completed or fall below the accepted standard.

Further information

During the spring semesters, Metropolia students are offered a course, “TX00DW43 Advanced Studies in Technical Sales 5 credits”, implemented as in-person teaching. The description can be found in the course guide under Optional Studies -> Field-specific Optional Studies -> Sales of Technical Solutions for Engineering Students (15 credits).