Olet täällä

StartUp School - Sales for Startups

StartUp School - Sales for Startups

Course name: Sales for Startups
Code: WOR08HH019
Scope: 3 ECTS (81 h)
Timing: 1.-7. semester
Language: English
Course level: Professional studies (or Free-choice)
Course type: Elective (or Free-choice)


Details of implementation and enrollment, please, see http://startupschool.fi/what-we-offer/courses/



Starting level and linkage with other courses:
This course is for students who have their own business, or are seriously working with her/his own business idea.


Learning objectives and assessment
The course will help to improve sales performance, and one needs to have a specific sales opportunity in mind.


  • prospects most important customers
  • contacts customers to clarify a typical prospect’s buying criteria and decision-making process
  • formulates selling process and designs sales scripts
  • negotiates with customers, increasing self-knowledge and adapting her/his behavioral pattern in customer situations
  • builds a personal sales toolbox based on the course material, personal learning and peer support


Assessment criteria
Course is graded on the scale 1-5. Assessment criteria from GLOBBA Competence Grid.






You know the key concepts within the course’s scope, but are yet to develop the general view and the big picture of the subject matter.

You know the key concepts well and can explain how the theories and models function and the tools are used. You have a general view of the subject matter.

You have a strong command of the key and related concepts. You can critically evaluate theories, models and tools. You can demonstrate explicit knowledge of the subject matter, and how it relates to other disciplines.


You can complete given tasks and assignments with assistance. You need to develop how to apply knowledge.

You complete given tasks and assignments independently. You apply knowledge in hands-on business related situations. You can critique your own practice and identify ways to improve.

You apply knowledge in demanding business related situations. You can prioritize and critically select tools and methods for solving complex problems in the subject matter.


You demonstrate some ability to perform skills and have basic knowledge, but you have difficulty to manage without assistance.

You demonstrate sufficient ability to perform skills and have basic to good knowledge. You can perform independently, but you have some challenges in passing on your skills and knowledge to others. You have an interest in professional development.

You execute skills with natural proficiency and you have detailed and explicit knowledge. You can perform independently and you are also able and actively willing to help others develop and pass on your skills. You have an attitude of continuous professional development.


Recognising and validating prior learning (RPL)
Accreditation of prior learning is applied to the course according to separate instructions. Please contact startupschool@haaga-helia.fi.


Working life connections
The key driver of the course is the student’s business idea that will be coached by an experienced staff member, and supported by other students.


Depending on the student’s idea and team.


Sales is challenging and difficult, especially for a startup or even experienced entrepreneur who is prospecting their first customers and increasing sales with inefficient sales tools and a non-formulated selling process.
You need to define and find your customers, and communicate with people who are interested in your product or service. You need to acquire new customers as your business grows you need to be able to retain the existing ones.

In this course, you will build your personal sales toolbox, develop your sales process and learn by practicing in real life situations.


Learning methods
Sales for Startups course has a pre-assignment, 5 workshops, home tasks between the workshops and portfolio work. This is a project-based course, where you plan, practice, present results, give and receive feedback from peers and coaches.
Please note that attendance in all 5 workshops is compulsory.


Assessment methods
Portfolio work
Self- and peer assessment


Teachers responsible
Pirjo Pitkäpaasi, lecturer, Degree Programme in Sales
Pirjo Purovesi, lecturer, Degree Programme in Sales


Learning materials
Provided by the lecturers in the workshops.