Curricula

Objectives

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

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

Teaching methods

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

Practical training and working life connections

Guest speakers/lectures

Exam dates and retake possibilities

Two retake opportunities if the exam is failed

International connections

Case examples on national and international perspectives

Alternative completion methods

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 for students

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

Evaluation criteria, satisfactory (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.

Evaluation criteria, good (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.

Evaluation criteria, excellent (5)

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

Evaluation criteria, pass/failed

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

Prerequisites

Student knows the basics of marketing, accounting and management.