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StartUp School - Sales for Startups

StartUp School - Sales for Startups

Course name: Sales for startups
Code: WOR8HH019
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
StartUp School Sales for Startups is meant for students that already run a business or actively work on their business idea. This course is for students who have their own business or are seriously working with a business case and want to develop sales skills. The course will help to improve sales performance and one need to have a specific sales opportunity in mind when taking this course. Haaga-Helia students must be attending the Coaching 1-4 courses. (https://www.haaga-helia.fi/fi/opinto-opas/opintojaksokuvaukset/WOR8HH024.) Otherwise exceptional agreement with StartUp School is needed.

 

Learning objectives and assessment
Student

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

 

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

Grading/
Components

1-2

3-4

5

Knowledge

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.

Skills

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.

Competence

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.

 

Internationality
Depending on the student’s idea and team.

 

Contents
Sales is challenging and difficult, especially for a startup or even experienced entrepreneur who is prospecting first customers and increasing sales with unefficient sales tools and non-formulated selling process.
You need to 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 and still 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 (3 cr) involves a pre-assignment, 4 workshops, home tasks between the workshops and a 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 4 workshops is compulsory.

 

Assessment methods
Assignments
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.