Sales: Sustainable Value-Based Selling
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Course information
Learning outcomes
The course learning objective is to provide the knowledge, processes and tools for planing and implementing proactive sales activities that build on identifying and implementing customer value creating relationships. The course teaches key value creation concepts and processes, activities and tools. The course positions selling as a device for change, with central themes including understanding customer goals, identifying the change required to reach the goals, and developing a jointly implemented solution to reach the goals. The impact of the change are evaluated at the organisational and societal levels from the sustainability perspective.
Content
Definition, explanation, and attributes of customer value, value innovation and sustainable value creation, buying and selling as structured processes, activities, encounters, and tools. Sales planning and evaluation.
Teacher
Pekka Töytäri & Victor Rubanovitsch
Study material
Reading materials (such as articles, book chapters and white papers) and videos.
Workload
The course learning is based on self study of reading materials (such as articles, book chapters and white papers) and videos.
Prerequisites
No prerequisites
Evaluation
The course grading builds on online assignments in the learning environment.
Teaching time and location
This course is implemented four (4) times during spring term. Please check each implementation's schedule and registration time from Sisu via the link below.
The teaching time and the location of the course can be found at Sisu information system
- The link leads to Completion methods tab of the course page
- From the top of the page (Version drop-down menu), check that academic year 2025-2026 is selected
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From the blue bar, click Lecture and open the Groups and teaching times tab to see the teaching time and the location of the course. Exam times can be seen by clicking Exam.
The teacher has four (4) weeks to grade the exam submissions starting from the exam / final assignment date.
Online learning environment for the course
MyCourses online learning environment is a tool for both students and teachers for communication and managing everyday course work. You need an Aalto User ID to log in to the course's MyCourses workspace and participate in teaching. Please note that each implementation has its' own MyCourses-page.
Digital workspace of the course:
MyCourses (front page)
More details on completing the course will be available at MyCourses closer to the start of the course.
Registration and course fee
Registration for Open University courses is done via the link below:
Course registration
Registration for this course starts on 8.12.2025 at 9.00
Each implementation has its' own registration schedule. Please check the registration schedule from Sisu via the link above.
It is not possible to register before the registration period has started or after it has ended.
The number of participants is limited to 20 / implementation.
This course is organized by the Aalto University School of Business.
The course fee is paid upon registration for each course at a time and it is binding. Familiarize yourself with registration and payment rules as well as other guidelines for students:
Registration, payments and rules
Activating Aalto ID and Multifactor Authentication
You can activate your Aalto User ID the day after the registration and you should activate it no later than the day before the start of the course.
Instructions for activating your Aalto user ID
Once you have activated your Aalto user ID, also enable multifactor authentication. Some of Aalto University's services require multifactor authentication.