Opetussuunnitelmat

Objective

This course provides you a comprehensive understanding of sales and distribution in the context of the tourism industry. You learn to recognize the differences in consumer and organizational buyer behavior and sales process. You get insights to the distribution ecosystem and digital platforms in tourism.

Competences
Proactive development, Operating in workplace, Tourism business competence

Learning objectives
You understand the consumer and organizational buyer behavior. You recognize the different phases of sales process. You understand tourism distribution system and different operators. You identify the role of digital distribution platforms in tourism.

Content

- Key concepts of selling and distribution in tourism
- Consumer and organizational buyer behavior
- Sales process
- Sales Management
- Tourism distribution system
- Digital distribution platforms and channel management

Qualifications

Basics of service business, accounting, services marketing and tourism

Assessment criteria, satisfactory (1)

1 (Sufficient)
You understand consumer and organizational buyer behavior. You recognize the different phases of sales process and the role of selling skills. You understand tourism distribution system and different operators. You identify the role of digital distribution platforms in tourism.

2 (Satisfactory)
You explain consumer and organizational buyer behavior. You define the different phases of sales process and the role of selling skills. You explain tourism distribution system and different operators. You can evaluate the role of digital distribution platforms in tourism.

Assessment criteria, good (3)

3 (Good)
You explain consumer and organizational buyer behavior. You can demonstrate the different phases of sales process and the role of selling skills. You can define tourism distribution system and different operators. You can evaluate the role of digital distribution platforms in tourism and identify their role for customer-oriented, profitable business.

4 (Very Good)
You can analyze consumer and organizational buyer behavior. You can evaluate the different phases of sales process and the role of selling skills. You can define tourism distribution system and different operators. You can evaluate the digital distribution platforms in tourism and hospitality industry and apply your knowledge to develop customer-oriented, profitable business.

Assessment criteria, excellent (5)

5 (Excellent)
You can analyze consumer and organizational buyer behavior. You can critically analyze the different phases of sales process and develop sales management. You can define tourism distribution system and different operators. You can critically evaluate the digital solutions in the tourism and hospitality industry and apply your knowledge to develop customer-oriented, profitable business.