Opintojakso, lukuvuosi 2023–2024
TUTA.380
Managing Operative Sales, 5 op
Tampereen yliopisto
- Kuvaus
- Suoritustavat
Opetusperiodit
Aktiivinen periodissa 2 (23.10.2023–31.12.2023)
Aktiivinen periodissa 3 (1.1.2024–3.3.2024)
Aktiivinen periodissa 4 (4.3.2024–31.5.2024)
Koodi
TUTA.380Opetuskieli
englantiLukuvuodet
2021–2022, 2022–2023, 2023–2024Opintojakson taso
AineopinnotArvosteluasteikko
Yleinen asteikko, 0-5Vastuuhenkilö
Vastuuopettaja:
Jouni Lyly-YrjänäinenVastuuorganisaatio
Johtamisen ja talouden tiedekunta 100 %
Järjestävä organisaatio
Tuotantotalouden opetus 100 %
Ydinsisältö
- BECOMING INTERNATIONAL
-Different ways of exporting
-internationalization process
-Global key account management
-Practicalities in international trade
-protecting receivables in international trade - 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 - 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 - SELLING THROUGH DISTRIBUTORS
-Dealer categorisation for systematic management
-Different types of intermediaries
-How intermediaries create value?
-Pricing when using distributors
-working with distributors - CHARACTERISTICS OF B2B MARKETS -customer value
-market structure
-product characteristics
-purchasing behaviour
-sales and distribution - SALES PROCESS IN B2B MARKETS
-Identifying prospects
-Pre-approach
-Approaching the customers
-Presentation and Demonstration
-Closing the sale - 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
Täydentävä tietämys
- Setting targets for distribution partners
- Evaluation of sales potential in practice
- Revenue models as tools for value capture
- Motivating distribution partners
- Derived demand as a tool to estimate business impact of a technology discontinuity
- Modern ways of building sales material and sales communications tools
- Buying center
Erityistietämys
- Internationalization process as a plan or a path
- Sales - helping customers make money
- Building sales material to change the revenue model for improved value capture
- Building a value proposition for both the end user and potential distribution partner
- Basic idea of Inbound sales and how to use inbound sales philosophy effectively
- Building sales material for efficient communication of customer perceived value in practice
- Taking into account the different customer roles impacting the sales process when building sales material
Osaamistavoitteet
Esitietovaatimukset
Pakolliset esitiedot
Lisätiedot
Oppimateriaalit
Vastaavat opintojaksot
Kokonaisuudet, joihin opintojakso kuuluu
Suoritustapa 1
In this method, 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.
Osallistuminen opetukseen
24.10.2023 – 13.12.2023
Aktiivinen periodissa 2 (23.10.2023–31.12.2023)
Suoritustapa 2
Method 2 is available for those students who are not able to participate in the lectures and weekly exams. Participation in 3/5 guest lectures required