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

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

Completion alternatives

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

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

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.