Selling and Distribution (MTMW2400)

Selling and Distribution, 5 cr - MTMW2400

Selling and Distribution (MTMW2400-3004), 20.03.2023 – 19.05.2023,
5 cr (ZJA23KM, ...) — Face-to-face + -
Language of instruction

English

Timing

20.03.2023 - 19.05.2023

Lecturer(s)

Susanna Riekkinen

Planned learning activities, teaching methods and guidance

Lectures & recorded lectures
Individual assignments
Group assignments
Guest speeches/lectures

Learning materials and recommended literature

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

Working life cooperation

Guest speakers/lectures

Campus

Main Campus

Exam dates and re-exam possibilities

Two retake opportunities if the exam is failed

Internationality

Case examples on national and international perspectives

Learning assignments and student workload

Lectures 45 hrs
Individual and group assignments 50 h
Exam and studying of literature 40 h
Total 135 hours

Enrollment

01.11.2022 - 17.02.2023
Groups
- ZJA23KM
- MTM21S1
- MTM22VS
- MTM23VK
Alternative learning methods

Individual studies, assignments and exam.

Seats

0 - 50

Assessment methods

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

Degree Programme

Bachelor's Degree Programme in Tourism Management

Mode of delivery

Face-to-face

Unit

School of Business

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.

- key concepts of selling and distribution
- sales and buying process
- sales & customer relationship management
- tourism distribution actors
- distribution channels

Student knows the basics of marketing, accounting and management.

0-5

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.

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.

Excellent 5: The student demonstrates a holistic, critical and analytical understanding and ability to apply in terms of the learning objectives.

If the student does not meet the minimum criteria set for the course, the grade is 0 (Fail).

Selling and Distribution, 5 cr - MTMW2400

Upcoming implementations