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Course Catalog 2011-2012
TETA-4006 Managing Operative Sales and Sourcing in Global B2B Markets , 4 cr |
Person responsible
Jouni Lyly-Yrjänäinen
Lessons
| Study type | P1 | P2 | P3 | P4 | Summer | Implementations | Lecture times and places |
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Learning outcomes
The course prepares students for more advanced studies in sales and sourcing management by introducing them to operative sales and sourcing processes in global B2B markets. Thus, after this course, students are familiar with the practicalities of organizational purchase and sales processes as well as the challenges related to development projects within these areas. Furthermore, the company projects required to pass the course also prepares students for business development projects in general.
Content
| Content | Core content | Complementary knowledge | Specialist knowledge |
| 1. | The course will start with basic introduction to B2B sales and sourcing processes. After that, the course continues elements related to managerial finance, already studied as part of the preceding courses. However, the managerial finance elements focus on cost and other financial information important to sales and sourcing professionals. Second period focuses on practicalities in global distribution networks, focusing mainly on selection of distributors and management of distribution network while, during the third period, the emphasis is on organizational sourcing processes. Most of the company projects focus on this area, and the fourth period is reserved for students presenting the key results of their company projects. |
Evaluation criteria for the course
Report on company project and exam
Assessment scale:
Numerical evaluation scale (1-5) will be used on the course
Prerequisites
| Course | Mandatory/Advisable | Description |
| TETA-1016 Basics of Industrial Management | Mandatory |
Prerequisite relations (Requires logging in to POP)
Correspondence of content
| Course | Corresponds course | Description |
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More precise information per implementation
| Implementation | Description | Methods of instruction | Implementation |
| This course provides students with basic understanding on international sales and sourcing processes and prepares students to work independently on various business development projects. | Lectures Practical works |
Contact teaching: 0 % Distance learning: 0 % Self-directed learning: 0 % |