Selling and Distribution in Tourism (5 cr)

Evaluation scale

0-5

Objective

This course provides you a comprehensive understanding of sales and distribution in the context of the tourism industry. You learn to recognize the differences in consumer and organizational buyer behavior and sales process. You get insights to the distribution ecosystem and digital platforms in tourism.

Competences
Proactive development, Operating in workplace, Tourism business competence

Learning objectives
You understand the consumer and organizational buyer behavior. You recognize the different phases of sales process. You understand tourism distribution system and different operators. You identify the role of digital distribution platforms in tourism.

Content

- Key concepts of selling and distribution in tourism
- Consumer and organizational buyer behavior
- Sales process
- Sales Management
- Tourism distribution system
- Digital distribution platforms and channel management

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)

1 (Sufficient)
You understand consumer and organizational buyer behavior. You recognize the different phases of sales process and the role of selling skills. You understand tourism distribution system and different operators. You identify the role of digital distribution platforms in tourism.

2 (Satisfactory)
You explain consumer and organizational buyer behavior. You define the different phases of sales process and the role of selling skills. You explain tourism distribution system and different operators. You can evaluate the role of digital distribution platforms in tourism.

Assessment criteria, good (3)

3 (Good)
You explain consumer and organizational buyer behavior. You can demonstrate the different phases of sales process and the role of selling skills. You can define tourism distribution system and different operators. You can evaluate the role of digital distribution platforms in tourism and identify their role for customer-oriented, profitable business.

4 (Very Good)
You can analyze consumer and organizational buyer behavior. You can evaluate the different phases of sales process and the role of selling skills. You can define tourism distribution system and different operators. You can evaluate the digital distribution platforms in tourism and hospitality industry and apply your knowledge to develop customer-oriented, profitable business.

Assessment criteria, excellent (5)

5 (Excellent)
You can analyze consumer and organizational buyer behavior. You can critically analyze the different phases of sales process and develop sales management. You can define tourism distribution system and different operators. You can critically evaluate the digital solutions in the tourism and hospitality industry and apply your knowledge to develop customer-oriented, profitable business.

Qualifications

Basics of service business, accounting, services marketing and tourism

Further information

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.