Sales Process and Tools IB23SP (5 cr)

Evaluation scale

Five step scale

Objective

After completing the course, the student is able to - comprehend the components and stages of the sales process and customers’ purchase processes - understand the role of customer relationship management in the sales process - possess the skills and knowledge to maintain successful customer relationship management systems - differentiate how different categories of digital sales tools support sales process in each step - analyze the various digital sales tool categories and their practical uses.

Content

- steps of sales process: prospecting, lead generation, qualifying, analyzing the customer needs, closing the deal - buying process vs sales process - Customer Relationship Management - digital sales tools in support of sales process - sales organization and Key Account management

Materials

The learning materials of the course include online materials in the learning environment, related articles, podcasts, videos, ebooks, websites).

Teaching methods

The course is studied online in the Moodle learning environment. The study includes familiarization with materials, learning tasks, online material, cases. The course is assessed based on exam and report. The study period starts on 23.09.2024 and ends on 6.12.2024. You must register for the study course no later than 28.10.2024 The course assignments must be returned/completed by 6.12.2024 at the latest. The course exam is online with deadline of 6.12.2024. The course includes online orientation session Session is recorded and can be viewed later. The course Moodle link: https://moodle.savonia.fi/course/view.php?id=2729 The Moodle key: SPT2024

Student workload

The workload of the course is approximately 135 hours,