Open University

Tampere

Managing Operative Sales, Lectures

Students take week exams, participation in the lectures recommended and participation in the 3/5 guest lectures mandatory. Voluntary weekly reflective learning diaries accumulate extra points.

Contact information Email: open.studies.tau [at] tuni.fi Phone: 0294 520 200More information concerning Open University studies <a href="https://www.tuni.fi/open-university">tuni.fi/open-university</a>

Intermediate studies

Faculty of Management and Business

Technology and Natural Sciences

Apply for Open University studies by using the following links:<ul><li><a href="https://tau-avoin.ilmoittaudu.fi/lobby/?realization=J-otm-8afaf049-25e1-4b11-a6be-b8e637d345df_2023-tampere-TUTA380" target="_blank">TUTA.380 Managing Operative Sales, lectures, Tampere</a></li></ul>You can find a link to the Open University Admissions service and application instructions on the <a href="https://www.tuni.fi/en/study-with-us/open-higher-education-studies/open-university/applying-open-university">Applying to Open University studies</a> page.Some of the studies require prior studies. For example, studying intermediate studies may require some completed basic studies. These are described on the Information about studies tab of the study unit under prior requirements.When you have been admitted to the studies, you must enrol separately via the Sisu information system for the implementation of the unit of study and, for example if set, for a practise group of your choice. You will receive instructions on how to do this by e-mail after you have confirmed your acceptance of the study place by paying the required fee.

English

Hervanta Campus

Contact teaching

Look information at <a href="https://www.tuni.fi/en/study-with-us/open-higher-education-studies/open-university/applying-open-university">Applying to Open University studies</a>.

<h5>Core content</h5><ul><li>BECOMING INTERNATIONAL -Different ways of exporting -internationalization process -Global key account management -Practicalities in international trade -protecting receivables in international trade</li><li>SALES MANAGEMENT -Evolution of the sales organisation -Responsibilities of sales managers -Sales budget -Managing the sales organisation with budgets and reports -Skills of a successful salesperson </li><li>PRICING IN B2B ENVIRONMENT -A salesperson adding value for the customer -Understanding pricing in different industries -Pricing process in B2B context -Payment terms and discounts -Project sales - engineering needed for pricing -Pricing as a tool for value capture </li><li>SELLING THROUGH DISTRIBUTORS -Dealer categorisation for systematic management -Different types of intermediaries -How intermediaries create value? -Pricing when using distributors -working with distributors</li><li>CHARACTERISTICS OF B2B MARKETS&nbsp; &nbsp; &nbsp;&nbsp; &nbsp; &nbsp;&nbsp; &nbsp; &nbsp;&nbsp; &nbsp; &nbsp;&nbsp; &nbsp; &nbsp;&nbsp; &nbsp; &nbsp;&nbsp; &nbsp; &nbsp; &nbsp; &nbsp; -customer value -market structure -product characteristics -purchasing behaviour -sales and distribution </li><li>SALES PROCESS IN B2B MARKETS -Identifying prospects -Pre-approach -Approaching the customers -Presentation and Demonstration -Closing the sale </li><li>FROM TRANSACTION TO A CUSTOMER RELATIONSHIP -Operative sales process and related documentation -Evolution of a customer-supplier relationship -Managing customer relationships with annual contracts -customer lifetime value and key account management -CRM data adding value to both supplier and customer</li></ul><h5>Complementary knowledge</h5><ul><li>Setting targets for distribution partners</li><li>Evaluation of sales potential in practice</li><li>Revenue models as tools for value capture</li><li>Motivating distribution partners</li><li>Derived demand as a tool to estimate business impact of a technology discontinuity </li><li>Modern ways of building sales material and sales communications tools </li><li>Buying center </li></ul><h5>Specialist knowledge</h5><ul><li>Internationalization process as a plan or a path</li><li>Sales - helping customers make money</li><li>Building sales material to change the revenue model for improved value capture</li><li>Building a value proposition for both the end user and potential distribution partner</li><li>Basic idea of Inbound sales and how to use inbound sales philosophy effectively</li><li>Building sales material for efficient communication of customer perceived value in practice</li><li>Taking into account the different customer roles impacting the sales process when building sales material</li></ul>

<h2>Common</h2><h3>Lecture: </h3>24.10.2023 10:00 - 12:00, TAU S&#228;hk&#246;talo SE203 opetustila (112) 26.10.2023 12:00 - 14:00, TAU S&#228;hk&#246;talo SA203 S2 auditorio (90) 31.10.2023 08:00 - 10:00, TAU Festia FA133 Pieni sali 2 (100) 31.10.2023 10:00 - 12:00, TAU S&#228;hk&#246;talo SE203 opetustila (112) 02.11.2023 12:00 - 14:00, TAU S&#228;hk&#246;talo SA203 S2 auditorio (90) 07.11.2023 08:00 - 10:00, TAU Konetalo K1705 auditorio (264) 07.11.2023 10:00 - 12:00, TAU S&#228;hk&#246;talo SE203 opetustila (112) 09.11.2023 12:00 - 14:00, TAU S&#228;hk&#246;talo SA203 S2 auditorio (90) 14.11.2023 08:00 - 10:00, TAU Konetalo K1705 auditorio (264) 14.11.2023 10:00 - 12:00, TAU S&#228;hk&#246;talo SE203 opetustila (112) 16.11.2023 12:00 - 14:00, TAU S&#228;hk&#246;talo SA203 S2 auditorio (90) 21.11.2023 08:00 - 10:00, TAU Konetalo K1705 auditorio (264) 21.11.2023 10:00 - 12:00, TAU S&#228;hk&#246;talo SE203 opetustila (112) 23.11.2023 12:00 - 14:00, TAU S&#228;hk&#246;talo SA203 S2 auditorio (90) 28.11.2023 08:00 - 10:00, TAU Konetalo K1705 auditorio (264) 28.11.2023 10:00 - 12:00, TAU S&#228;hk&#246;talo SE203 opetustila (112) 30.11.2023 12:00 - 14:00, TAU S&#228;hk&#246;talo SA203 S2 auditorio (90) 05.12.2023 08:00 - 10:00, TAU Konetalo K1705 auditorio (264) 05.12.2023 10:00 - 12:00, TAU S&#228;hk&#246;talo SE203 opetustila (112) 07.12.2023 12:00 - 14:00, TAU S&#228;hk&#246;talo SA203 S2 auditorio (90) 12.12.2023 08:00 - 10:00, TAU Festia FA133 Pieni sali 2 (100)

The objective of the course is to understand the nature of operative sales in B2B markets and the key concepts used for business development in global B2B networks. After the course students understand the key characteristics of B2B markets and operative sales processes. Furthermore, students are familiar with the basic concepts and tools used in the planning, management and improvement of the operative sales processes in B2B context. Guest lecturers will be used to illustrate what development of B2B sales practices and processes mean in practice. In addition, the student papers used as course material will provide an opportunity for &amp;#39;peer learning&amp;#39; since those papers have been written by first year master&amp;#39;s students majoring in International Sales and Sourcing; the papers will illustrate how some &amp;#39;peers with similar background&amp;#39; have applied business concepts and tools in their practical business development <a href="http://projects.To">projects. To</a> support business development in business networks, the course also includes elements of financial and management accounting, focusing on concepts relevant to sales professionals with the special emphasis on value creation and value capture. Thus, after the course students are able to apply contribution and full costing in simple pricing situations. The students also understand basic principles how business potential of a new offering or a new market can be quantified and are able to use that knowledge in the budgeting process. Finally, the students are able to apply financial key ratios to analyze income statement and balance sheet in order to evaluate and prioritize existing and potential customers. Selling technology-intensive products and services requires close collaboration with customers in order to help customers solve complex problems, making sales professionals almost consultants. To support that, the course also contains exercise on face-to-face sales negotiation to enable students to evaluate their current communication skills and potential areas of improvement. Thus, after the course students understand principles of good business interaction, are able to prepare and give a short &amp;#39;pitch&amp;#39; focusing on essential elements from the customer&amp;#39;s point of view and are aware of areas in business communication that still need improvement. Please see Moodle for further details.

<h2>Prerequisites</h2><h5>Prerequisite</h5><ul><li>Code: TTA-11011</li><li>Name: Teollisuustalouden perusteet </li><li>OR</li><li>Code:&#160;TTA-11017</li><li>Name:&#160;Basics of Industrial Management</li><li>ECTS credits:&#160;5</li><li>Mandatory:&#160;Mandatory</li></ul><h2>Compulsory Prerequisites</h2><ul><li>Basics of Industrial Management, TUTA.015, 5 cr</li></ul>

<h5>Material</h5><ul><li>Type:&#160;Book</li><li>Name:&#160;Sales in Technology-Driven Industries</li><li>Author:&#160;Lyly-Yrj&#228;n&#228;inen, Mahlam&#228;ki, Rintam&#228;ki, Saarij&#228;rvi, Tiitola</li><li>Exam material:&#160;No</li><li>Language:&#160;English</li></ul>

Managing Operative Sales, Lectures

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