• Selling and Distribution (MTMW2400-3004),
         20.03.2023 – 19.05.2023,  5 cr  (ZJA23KM, ...) — Face-to-face +-
    Learning outcomes of the course
    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.
    Prerequisites and co-requisites
    Student knows the basics of marketing, accounting and management.
    Course contents
    - key concepts of selling and distribution
    - sales and buying process
    - sales & customer relationship management
    - tourism distribution actors
    - distribution channels
    Assessment criteria
    Assessment criteria - grade 1 and 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.
    Assessment criteria - grade 3 and 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 - grade 5
    Excellent 5: The student demonstrates a holistic, critical and analytical understanding and ability to apply in terms of the learning objectives.
    Assessment criteria, passed/failed
    If the student does not meet the minimum criteria set for the course, the grade is 0 (Fail).
    Language of instruction

    English

    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

    Lecturer(s)

    Susanna Riekkinen

    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

    Timing

    20.03.2023 - 19.05.2023

    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

    Credits
    • 5 cr
    Unit

    School of Business