Selling and DistributionLaajuus (5 cr)
Code: MTMW2400
Credits
5 op
Teaching language
- English
Responsible person
- Susanna Riekkinen,
Objective
The student understands the selling processes and sales management perspectives.
She/he can act responsibly in customer relationship management.
She/he can identify different distribution actors on tourism industry.
Student can evaluate customer-oriented and cost-efficient sales and distribution channels for a tourism company.
Content
- key concepts of selling and distribution
- sales and buying process
- sales & customer relationship management
- tourism distribution actors
- distribution channels
Qualifications
Student knows the basics of marketing, accounting and management.
Assessment criteria, satisfactory (1)
Sufficient 1: The student demonstrates under guidance an understanding of the abovementioned learning objectives, but the application is found lacking.
Satisfactory 2: The student demonstrates under guidance an understanding of the abovementioned learning objectives. Application is satisfactory.
Assessment criteria, good (3)
Good 3: The student demonstrates a somewhat holistic and analytical understanding and ability to apply in terms of the learning objectives.
Very good 4: The student demonstrates a nearly holistic, critical and analytical understanding and ability to apply in terms of the learning objectives.
Assessment criteria, excellent (5)
Excellent 5: The student demonstrates a holistic, critical and analytical understanding and ability to apply in terms of the learning objectives.
Assessment criteria, approved/failed
If the student does not meet the minimum criteria set for the course, the grade is 0 (Fail).
Timing
17.03.2025 - 19.05.2025
Number of ECTS credits allocated
5 op
Mode of delivery
Face-to-face
Unit
Liiketoimintayksikkö
Campus
Pääkampus
Teaching languages
- English
Seats
20 - 45
Degree programmes
- Bachelor's Degree Programme in Tourism Management (AMK)
Teachers
- Susanna Riekkinen
Groups
-
MTM25VKBachelor's Degree Programme in Tourism Management,vaihto-opiskelu/Exchange studies
-
MTM23S1Bachelor's Degree Programme in Tourism Management
Objective
The student understands the selling processes and sales management perspectives.
She/he can act responsibly in customer relationship management.
She/he can identify different distribution actors on tourism industry.
Student can evaluate customer-oriented and cost-efficient sales and distribution channels for a tourism company.
Content
- key concepts of selling and distribution
- sales and buying process
- sales & customer relationship management
- tourism distribution actors
- distribution channels
Oppimateriaali ja suositeltava kirjallisuus
Jobber, D. and Lancaster, G. 2019. Selling and Sales Management, Pearson. (e-book available)
Journal of Selling and Sales Management
Kotler, Philip, Bowen, John T., Makens, James C., Baloglu, Seyhmus. 2017 (and other editions) Marketing for tourism and hospitality. Pearson Education Limited.
Other materials provided by course tutors (Moodle)
Teaching methods
Face-to-face implementation, including:
- lectures & recorded lectures
- individual assignments
- group assignments
- guest speeches/lectures
Employer connections
Guest speakers/lectures
Case examples from the tourism field
Exam schedules
Exam
Two retake opportunities if the exam is failed
International connections
Case examples on national and international perspectives
Vaihtoehtoiset suoritustavat
You have the right to apply for recognition of your studies if you have prior learning (e.g. university studies completed elsewhere) that can be accredited towards the degree you are currently completing.
The recognition of prior learning is possible in three primary ways: accreditation (replacement or inclusion), recognition of informal learning and studification. More precise info: JAMK Degree Regulations, section 17.
Student workload
One credit corresponds to an average of 27 hours of work, which means that the load of five credits is approximately 135 hours.
Lectures 45 hrs
Individual and group assignments 50 h
Exam and studying of literature 40 h
Further information
Exchange students: 5
You must confirm your attendance on this course by completing the orientation assignment by the given deadline.
Usage of Artificial Intelligence in your learning assignments must follow Jamk guidelines and ethical principles.
Course assessment is based on the learning objectives and assessment criteria.
Self and peer assessment included.
Evaluation scale
0-5
Arviointikriteerit, tyydyttävä (1-2)
Sufficient 1: The student demonstrates under guidance an understanding of the abovementioned learning objectives, but the application is found lacking.
Satisfactory 2: The student demonstrates under guidance an understanding of the abovementioned learning objectives. Application is satisfactory.
Arviointikriteerit, hyvä (3-4)
Good 3: The student demonstrates a somewhat holistic and analytical understanding and ability to apply in terms of the learning objectives.
Very good 4: The student demonstrates a nearly holistic, critical and analytical understanding and ability to apply in terms of the learning objectives.
Assessment criteria, excellent (5)
Excellent 5: The student demonstrates a holistic, critical and analytical understanding and ability to apply in terms of the learning objectives.
Assessment criteria, approved/failed
If the student does not meet the minimum criteria set for the course, the grade is 0 (Fail).
Qualifications
Student knows the basics of marketing, accounting and management.
Enrollment
02.02.2024 - 11.02.2024
Timing
18.03.2024 - 20.05.2024
Number of ECTS credits allocated
5 op
Mode of delivery
Face-to-face
Unit
Liiketoimintayksikkö
Campus
Pääkampus
Teaching languages
- English
Seats
20 - 45
Degree programmes
- Bachelor's Degree Programme in Tourism Management (AMK)
Teachers
- Susanna Riekkinen
Groups
-
ZJA24KMAvoin amk, marata
-
MTM22S1Bachelor's Degree Programme in Tourism Management
-
MTM24VKBachelor's Degree Programme in Tourism Management,vaihto-opiskelu/Exchange studies
Objective
The student understands the selling processes and sales management perspectives.
She/he can act responsibly in customer relationship management.
She/he can identify different distribution actors on tourism industry.
Student can evaluate customer-oriented and cost-efficient sales and distribution channels for a tourism company.
Content
- key concepts of selling and distribution
- sales and buying process
- sales & customer relationship management
- tourism distribution actors
- distribution channels
Oppimateriaali ja suositeltava kirjallisuus
Jobber, D. and Lancaster, G. 2019. Selling and Sales Management, Pearson. (e-book available)
Journal of Selling and Sales Management
Kotler, Philip, Bowen, John T., Makens, James C., Baloglu, Seyhmus. 2017 (and other editions) Marketing for tourism and hospitality. Pearson Education Limited.
Other materials provided by course tutors (Moodle)
Teaching methods
Face-to-face implementation, including:
Lectures & recorded lectures
Individual assignments
Group assignments
Guest speeches/lectures
Employer connections
Guest speakers/lectures
Exam schedules
Two retake opportunities if the exam is failed
International connections
Case examples on national and international perspectives
Vaihtoehtoiset suoritustavat
You have the right to apply for recognition of your studies if you have prior learning (e.g. university studies completed elsewhere) that can be accredited towards the degree you are currently completing.
The recognition of prior learning is possible in three primary ways: accreditation (replacement or inclusion), recognition of informal learning and studification. More precise info: JAMK Degree Regulations, section 17.
Student workload
One credit corresponds to an average of 27 hours of work, which means that the load of five credits is approximately 135 hours.
Lectures 45 hrs
Individual and group assignments 50 h
Exam and studying of literature 40 h
Further information
The assessment is based on learning objectives, quality and criteria. Self-evaluation by the student plays an important role in the learning process.
Exchange students 5
Evaluation scale
0-5
Arviointikriteerit, tyydyttävä (1-2)
Sufficient 1: The student demonstrates under guidance an understanding of the abovementioned learning objectives, but the application is found lacking.
Satisfactory 2: The student demonstrates under guidance an understanding of the abovementioned learning objectives. Application is satisfactory.
Arviointikriteerit, hyvä (3-4)
Good 3: The student demonstrates a somewhat holistic and analytical understanding and ability to apply in terms of the learning objectives.
Very good 4: The student demonstrates a nearly holistic, critical and analytical understanding and ability to apply in terms of the learning objectives.
Assessment criteria, excellent (5)
Excellent 5: The student demonstrates a holistic, critical and analytical understanding and ability to apply in terms of the learning objectives.
Assessment criteria, approved/failed
If the student does not meet the minimum criteria set for the course, the grade is 0 (Fail).
Qualifications
Student knows the basics of marketing, accounting and management.
Enrollment
01.11.2022 - 17.02.2023
Timing
20.03.2023 - 19.05.2023
Number of ECTS credits allocated
5 op
Mode of delivery
Face-to-face
Unit
Liiketoimintayksikkö
Campus
Pääkampus
Teaching languages
- English
Seats
0 - 50
Degree programmes
- Bachelor's Degree Programme in Tourism Management (AMK)
Teachers
- Susanna Riekkinen
Groups
-
ZJA23KMAvoin AMK, marata
-
MTM21S1Bachelor's Degree Programme in Tourism Management
-
MTM22VSBachelor's Degree Programme in Tourism Management,vaihto-opiskelu/Exchange studies
-
MTM23VKBachelor's Degree Programme in Tourism Management,vaihto-opiskelu/Exchange studies
Objective
The student understands the selling processes and sales management perspectives.
She/he can act responsibly in customer relationship management.
She/he can identify different distribution actors on tourism industry.
Student can evaluate customer-oriented and cost-efficient sales and distribution channels for a tourism company.
Content
- key concepts of selling and distribution
- sales and buying process
- sales & customer relationship management
- tourism distribution actors
- distribution channels
Oppimateriaali ja suositeltava kirjallisuus
Jobber, D. and Lancaster, G. 2019. Selling and Sales Management, Pearson. (e-book available)
Journal of Selling and Sales Management
Kotler, Philip, Bowen, John T., Makens, James C., Baloglu, Seyhmus. 2017 (and other editions) Marketing for tourism and hospitality. Pearson Education Limited.
Current materials provided by course tutors
Teaching methods
Lectures & recorded lectures
Individual assignments
Group assignments
Guest speeches/lectures
Employer connections
Guest speakers/lectures
Exam schedules
Two retake opportunities if the exam is failed
International connections
Case examples on national and international perspectives
Vaihtoehtoiset suoritustavat
Individual studies, assignments and exam.
Student workload
Lectures 45 hrs
Individual and group assignments 50 h
Exam and studying of literature 40 h
Total 135 hours
Further information
The assessment is based on learning objectives, quality and criteria. Self-evaluation by the student plays an important role in the learning process.
Exchange students 5
Evaluation scale
0-5
Arviointikriteerit, tyydyttävä (1-2)
Sufficient 1: The student demonstrates under guidance an understanding of the abovementioned learning objectives, but the application is found lacking.
Satisfactory 2: The student demonstrates under guidance an understanding of the abovementioned learning objectives. Application is satisfactory.
Arviointikriteerit, hyvä (3-4)
Good 3: The student demonstrates a somewhat holistic and analytical understanding and ability to apply in terms of the learning objectives.
Very good 4: The student demonstrates a nearly holistic, critical and analytical understanding and ability to apply in terms of the learning objectives.
Assessment criteria, excellent (5)
Excellent 5: The student demonstrates a holistic, critical and analytical understanding and ability to apply in terms of the learning objectives.
Assessment criteria, approved/failed
If the student does not meet the minimum criteria set for the course, the grade is 0 (Fail).
Qualifications
Student knows the basics of marketing, accounting and management.
Enrollment
01.11.2021 - 28.02.2022
Timing
21.03.2022 - 20.05.2022
Number of ECTS credits allocated
5 op
Mode of delivery
Face-to-face
Unit
Liiketoimintayksikkö
Campus
Pääkampus
Teaching languages
- English
Seats
0 - 50
Degree programmes
- Bachelor's Degree Programme in Tourism Management (AMK)
Teachers
- Susanna Riekkinen
Groups
-
MTM22VKBachelor's Degree Programme in Tourism Management,vaihto-opiskelu/Exchange studies
-
MTM20S1Bachelor's Degree Programme in Tourism Management
Objective
The student understands the selling processes and sales management perspectives.
She/he can act responsibly in customer relationship management.
She/he can identify different distribution actors on tourism industry.
Student can evaluate customer-oriented and cost-efficient sales and distribution channels for a tourism company.
Content
- key concepts of selling and distribution
- sales and buying process
- sales & customer relationship management
- tourism distribution actors
- distribution channels
Oppimateriaali ja suositeltava kirjallisuus
Sales:
Jobber, D. and Lancaster, G. 2019. Selling and Sales Management, Pearson. (e-book available)
Journal of Selling and Sales Management
Kotler, Philip, Bowen, John T., Makens, James C., Baloglu, Seyhmus. 2017 (and other editions) Marketing for tourism and hospitality. Pearson Education Limited.
Current materials provided by course tutors
Teaching methods
Lectures
Individual assignments
Group assignments
Guest speeches/lectures
Employer connections
Guest speakers/lectures
Student workload
Lectures 48 hrs
Individual and group assignments 47 h
Exam 40 h
Total 135 hours
Further information
Exchange students 5
Evaluation scale
0-5
Arviointikriteerit, tyydyttävä (1-2)
Sufficient 1: The student demonstrates under guidance an understanding of the abovementioned learning objectives, but the application is found lacking.
Satisfactory 2: The student demonstrates under guidance an understanding of the abovementioned learning objectives. Application is satisfactory.
Arviointikriteerit, hyvä (3-4)
Good 3: The student demonstrates a somewhat holistic and analytical understanding and ability to apply in terms of the learning objectives.
Very good 4: The student demonstrates a nearly holistic, critical and analytical understanding and ability to apply in terms of the learning objectives.
Assessment criteria, excellent (5)
Excellent 5: The student demonstrates a holistic, critical and analytical understanding and ability to apply in terms of the learning objectives.
Assessment criteria, approved/failed
If the student does not meet the minimum criteria set for the course, the grade is 0 (Fail).
Qualifications
Student knows the basics of marketing, accounting and management.