Selling and Distribution (5 cr)

Evaluation scale

0-5

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

Materials

Sales:
Jobber, D. and Lancaster, G. 2015. Selling and Sales Management, Pearson

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

Student workload

Lectures 48 hrs
Individual and group assignments 47 h
Exam 40 h
Total 135 hours

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).

Qualifications

Student knows the basics of marketing, accounting and management.

Further information

Exchange students 5
Open UAS 3