Sales and marketingLaajuus (5 cr)
Code: KH00BS42
Credits
5 op
Objective
Student is able to
- use basic terminology related to sales and marketing
- define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and use customer-oriented practices
- understand role of sales and marketing for the business
Enrollment
01.12.2023 - 08.01.2024
Timing
08.01.2024 - 31.05.2024
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Seats
0 - 260
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Mikko Niskanen
Groups
-
LTOPS23DLTOPS23D
-
LTOPS23ELTOPS23E
-
LTOPS23CLTOPS23C
-
LTOPS23ALTOPS23A
-
LTOPS23BLTOPS23B
Objective
Student is able to
- use basic terminology related to sales and marketing
- define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and use customer-oriented practices
- understand role of sales and marketing for the business
Materials
Philip T. Kotler & Gary Armstrong: Principles of Marketing. 17th Global Edition.
Bergström, Seija & Leppänen, Arja: Yrityksen asiakasmarkkinointi. Edita.
Books are used as background material.
Other is in the ItsLearning
Teaching methods
Independent study
Familiarity with literature and other material
Contact teaching and groupworks
Exam schedules
No exam, Assessment based on group performance
International connections
Independent studies, lectures, online exercies, group works, and project based learning.
Student workload
36 hours: lections and group presentations (2x2h/week)
63 hours: studying course materials and individual planning
36 hours: Study team work
Content scheduling
Student
- knows how to use the basic concepts of sales and marketing
- can identify factors behind purchasing behavior and factors that generate value for the customer
- can describe the stages of the sales process and act customer-oriented
- outlines the role of sales and marketing in the organization's business
- 2h lecture for the entire course once a week
- 2 hours of decomposing the outputs of small groups every week in small groups
Preliminary schedule. The week number is the sequence number of the work week of the course, not the calendar week. The course may be scheduled anywhere during the spring, the schedule planners decide. The dates in the Timing section may change as the schedules are completed.
Lectures: Group work:
1) Start. None
Product
2) PESTLE Presentation: Group product
3) Customer Presentation: PESTLE
4) Distribution Presentation: Customer
5) Pricing Presentation: Distribution
6) Communication Presentation: Pricing
7) Sales Presentation: Communication
8) Budget + plan Presentation: Sales
9) No lecture, guidance in writing the plan. Presentations of marketing campaigns
10) No lecture. Return of marketing plans to Its
Further information
The course is implemented on campus. The classes marked in the reading schedule are contact teaching on campus, unless otherwise specifically instructed. Lessons or group work cannot be attended remotely and are not recorded. Student groups can also organize their own meetings online.
The course prepares a marketing campaign plan for the selected product. Each small group has a different product.
Each week there is a common lecture on one topic for everyone (See "Content and timing")
The following week, the small groups will present a part of this topic related to their own product (PowerPoint presentation, return to Its and presentation in group work class).
During the following week, the small groups write the corresponding chapter in their marketing plan (MS Word) based on the presentation and the comments received from it, and return it to Its.
At the end of the course, a final marketing plan is compiled from these plans and presented.
Evaluation scale
H-5
Assessment methods and criteria
Presentations of group works:
The whole group must be involved in presenting the work, i.e. group work hours are mandatory. 1 absence/student is allowed without penalty or explanation. After that, each absence without an acceptable reason lowers the grade by one digit. 4 or more absences will cause the course to be failed.
Absences are acceptable due to illness, a child's illness or another compelling reason. The reason for the absence must be verified to the teacher. Working or participating in other education is not an acceptable reason.
Everyone must make an equal contribution to doing the work. If a member of the group does not participate in the work, the group must report the matter to the teacher, who will clarify the matter by discussing it with the group. If the student has not participated in the individual group work at all without an acceptable reason, the group must omit his name from the return of the group work. This also means that the course will be failed for the student.
Group work presentations are evaluated on a scale of 0 (Rejected), 1-5. As a rule, the whole group gets the same grade.
Group work plans are evaluated as Pass/Fail. All must be returned with approval.
The whole plan (return in the last week) is rated 0 (Rejected), 1-5. A rejected plan means the entire course is failed. As a rule, the whole group gets the same grade,
The average of the grades of group work presentations constitutes 60% of the grade of the entire course.
The grade of the entire plan constitutes 40% of the grade of the entire course.
As a general rule, the whole group gets the same grade, but if necessary, the matter can be discussed with the teacher, if this is deemed necessary.
Assessment criteria, fail (0)
The work is completely incomplete or incorrect
Assessment criteria, satisfactory (1-2)
Things were dealt with in a concise, list-based way and did not fully care about the task
Contradiction and inconsistency
Totally incomplete reasoning
Assessment criteria, good (3-4)
The main content was raised somewhat well
Little or no irrelevant material
There is no noticeable personal reflection on things
There is little justification
Written work clear
Assessment criteria, excellent (5)
Important main content presented very comprehensively
The matter has been described and evaluated from several different points of view, making very extensive use of existing source material
Presented reflections, arguments, own views and conclusions in a very rich, comprehensive and consistent way
Written work very clear and logical
Enrollment
02.12.2023 - 31.01.2024
Timing
01.01.2024 - 30.05.2024
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Seats
0 - 130
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Jaakko Haltia
Groups
-
LTOPS23HLTOPS23H
-
LTOPS23ILTOPS23I
-
LTOPS23JLTOPS23J
-
LTOPS23KLTOPS23K
-
LTOPS23FLTOPS23F
-
LTOPS23GLTOPS23G
Objective
Student is able to
- use basic terminology related to sales and marketing
- define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and use customer-oriented practices
- understand role of sales and marketing for the business
Teaching methods
Independent study
Familiarity with literature and other material
Online teaching
Contact teaching
small group working
International connections
Independent studies, lectures, online exercies, group works, and project based learning.
Content scheduling
Student is able to
- use basic terminology related to sales and marketing
- define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and use customer-oriented practices
- understand role of sales and marketing for the business
The timing will be confirmed when the schedules are completed, but tentatively
- 2h for the whole group once a week, for 9 weeks
- 2h of group presentations in small groups 3-4 times during study
Evaluation scale
H-5
Assessment methods and criteria
Each group work is assessed on a scale of 0, 1-5 or H
Arviointiasteikko H-5
Assessment criteria, fail (0)
The work is completely incomplete or incorrect
Assessment criteria, satisfactory (1-2)
Things were dealt with in a concise, list-based way and did not fully care about the task
Contradiction and inconsistency
Totally incomplete reasoning
Assessment criteria, good (3-4)
The main content was raised somewhat well
Little or no irrelevant material
There is no noticeable personal reflection on things
There is little justification
Written work clear
Assessment criteria, excellent (5)
Important main content presented very comprehensively
The matter has been described and evaluated from several different points of view, making very extensive use of existing source material
Presented reflections, arguments, own views and conclusions in a very rich, comprehensive and consistent way
Written work very clear and logical
Enrollment
02.12.2022 - 16.01.2023
Timing
09.01.2023 - 17.03.2023
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Campus
Lemminkäisenkatu
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Mikko Niskanen
Groups
-
PMMWES22
Objective
Student is able to
- use basic terminology related to sales and marketing
- define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and use customer-oriented practices
- understand role of sales and marketing for the business
Materials
Philip T. Kotler & Gary Armstrong: Principles of Marketing. 17th Global Edition.
Bergström, Seija & Leppänen, Arja: Yrityksen asiakasmarkkinointi. Edita.
Books are used as background material.
Other is in the ItsLearning
Teaching methods
Independent study
Familiarity with literature and other material
Contact teaching and groupwork
Exam schedules
No exam, Assessment based on group performance
International connections
Independent studies, lectures, online exercies, group works, and project based learning.
Student workload
36 hours: lections and group presentations (2x2h/week)
63 hours: studying course materials and individual planning
36 hours: Study team work
Content scheduling
Student is able to
- use basic terminology related to sales and marketing
- define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and use customer-oriented practices
- understand role of sales and marketing for the business
- 2h for the whole course once a week
- 2h of group presentations in small groups on a weekly basis
Evaluation scale
H-5
Assessment methods and criteria
Each group work presentation is assessed on a scale of 0, 1-5
The weekly plans are evaluated as failed or accepted. All must be accepted.
The whole marketing plan (returned in the end of the course) is evaluated on a scale of 0, 1-5
The average of the evaluations of the presentations make 60% of the final grade
The whole marketing plan makes 40& of the final grade.
Assessment criteria, fail (0)
The work is completely incomplete or incorrect
Assessment criteria, satisfactory (1-2)
Things were dealt with in a concise, list-based way and did not fully care about the task
Contradiction and inconsistency
Totally incomplete reasoning
Assessment criteria, good (3-4)
The main content was raised somewhat well
Little or no irrelevant material
There is no noticeable personal reflection on things
There is little justification
Written work clear
Assessment criteria, excellent (5)
Important main content presented very comprehensively
The matter has been described and evaluated from several different points of view, making very extensive use of existing source material
Presented reflections, arguments, own views and conclusions in a very rich, comprehensive and consistent way
Written work very clear and logical
Enrollment
01.12.2022 - 16.01.2023
Timing
09.01.2023 - 17.03.2023
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Campus
Lemminkäisenkatu
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Mikko Niskanen
Groups
-
LTOPS22GLTOPS22G
-
LTOPS22HLTOPS22H
Objective
Student is able to
- use basic terminology related to sales and marketing
- define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and use customer-oriented practices
- understand role of sales and marketing for the business
Materials
Philip T. Kotler & Gary Armstrong: Principles of Marketing. 17th Global Edition.
Bergström, Seija & Leppänen, Arja: Yrityksen asiakasmarkkinointi. Edita.
Books are used as background material.
Other is in the ItsLearning
Teaching methods
Independent study
Familiarity with literature and other material
Contact teaching and groupworks
Exam schedules
No exam, Assessment based on group performance
International connections
Independent studies, lectures, online exercies, group works, and project based learning.
Student workload
36 hours: lections and group presentations (2x2h/week)
63 hours: studying course materials and individual planning
36 hours: Study team work
Content scheduling
Student is able to
- use basic terminology related to sales and marketing
- define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and use customer-oriented practices
- understand role of sales and marketing for the business
- 2h for the whole course once a week,
- 2h of group presentations in small groups on a weekly basis
Evaluation scale
H-5
Assessment methods and criteria
Each group work presentation is assessed on a scale of 0, 1-5
The weekly plans are evaluated as failed or accepted. All must be accepted.
The whole marketing plan (returned in the end of the course) is evaluated on a scale of 0, 1-5
The average of the evaluations of the presentations make 60% of the final grade
The whole marketing plan makes 40& of the final grade.
Assessment criteria, fail (0)
The work is completely incomplete or incorrect
Assessment criteria, satisfactory (1-2)
Things were dealt with in a concise, list-based way and did not fully care about the task
Contradiction and inconsistency
Totally incomplete reasoning
Assessment criteria, good (3-4)
The main content was raised somewhat well
Little or no irrelevant material
There is no noticeable personal reflection on things
There is little justification
Written work clear
Assessment criteria, excellent (5)
Important main content presented very comprehensively
The matter has been described and evaluated from several different points of view, making very extensive use of existing source material
Presented reflections, arguments, own views and conclusions in a very rich, comprehensive and consistent way
Written work very clear and logical
Enrollment
01.12.2022 - 15.01.2023
Timing
01.01.2023 - 10.05.2023
Number of ECTS credits allocated
5 op
Virtual portion
1 op
Mode of delivery
80 % Contact teaching, 20 % Distance learning
Campus
Lemminkäisenkatu
Teaching languages
- Finnish
Seats
50 - 140
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Jaakko Haltia
Groups
-
LTOPS22ALTOPS22A
-
LTOPS22DLTOPS22D
-
LTOPS22ELTOPS22E
-
LTOPS22BLTOPS22B
-
LTOPS22CLTOPS22C
-
LTOPS22FLTOPS22F
Objective
Student is able to
- use basic terminology related to sales and marketing
- define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and use customer-oriented practices
- understand role of sales and marketing for the business
Teaching methods
Independent study
Familiarity with literature and other material
Online teaching
Contact teaching
small group working
International connections
Independent studies, lectures, online exercies, group works, and project based learning.
Content scheduling
Student is able to
- use basic terminology related to sales and marketing
- define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and use customer-oriented practices
- understand role of sales and marketing for the business
The timing will be confirmed when the schedules are completed, but tentatively
- 2h for the whole group once a week, for 9 weeks
- 2h of group presentations in small groups 3-4 times during study
Evaluation scale
H-5
Assessment methods and criteria
Each group work is assessed on a scale of 0, 1-5 or H
Arviointiasteikko H-5
Assessment criteria, fail (0)
The work is completely incomplete or incorrect
Assessment criteria, satisfactory (1-2)
Things were dealt with in a concise, list-based way and did not fully care about the task
Contradiction and inconsistency
Totally incomplete reasoning
Assessment criteria, good (3-4)
The main content was raised somewhat well
Little or no irrelevant material
There is no noticeable personal reflection on things
There is little justification
Written work clear
Assessment criteria, excellent (5)
Important main content presented very comprehensively
The matter has been described and evaluated from several different points of view, making very extensive use of existing source material
Presented reflections, arguments, own views and conclusions in a very rich, comprehensive and consistent way
Written work very clear and logical
Enrollment
01.12.2021 - 18.01.2022
Timing
11.01.2022 - 17.03.2022
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Professional Sales
- Degree Programme in Business
Teachers
- Mikko Niskanen
Groups
-
PMYYNS21
Objective
Student is able to
- use basic terminology related to sales and marketing
- define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and use customer-oriented practices
- understand role of sales and marketing for the business
Materials
Philip T. Kotler & Gary Armstrong: Principles of Marketing. 17th Global Edition.
Bergström, Seija & Leppänen, Arja: Yrityksen asiakasmarkkinointi. Edita.
Books are used as background material.
Other is in the ItsLearning
Teaching methods
Independent study
Familiarity with literature and other material
Online teaching
Contact teaching in Zoom due to pandemic
Exam schedules
No exam, Assessment based on group performance
International connections
Independent studies, lectures, online exercies, group works, and project based learning.
Completion alternatives
Recognition of prior learning is possible, instructions in ItsLearning
Student workload
36 hours: lections and group presentations (2x2h/week)
63 hours: studying course materials and individual planning
36 hours: Study team work
Content scheduling
Student is able to
- use basic terminology related to sales and marketing
- define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and use customer-oriented practices
- understand role of sales and marketing for the business
- 2h for the whole group once a week, for 9 weeks
- 2h of group presentations in small groups on a weekly basis
Evaluation scale
H-5
Assessment methods and criteria
Each group work is assessed on a scale of 0, 1-5 or H
Assessment criteria, fail (0)
The work is completely incomplete or incorrect
Assessment criteria, satisfactory (1-2)
Things were dealt with in a concise, list-based way and did not fully care about the task
Contradiction and inconsistency
Totally incomplete reasoning
Assessment criteria, good (3-4)
The main content was raised somewhat well
Little or no irrelevant material
There is no noticeable personal reflection on things
There is little justification
Written work clear
Assessment criteria, excellent (5)
Important main content presented very comprehensively
The matter has been described and evaluated from several different points of view, making very extensive use of existing source material
Presented reflections, arguments, own views and conclusions in a very rich, comprehensive and consistent way
Written work very clear and logical
Enrollment
01.12.2021 - 17.01.2022
Timing
10.01.2022 - 31.05.2022
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Campus
Kupittaa Campus
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Business
Teachers
- Jaakko Haltia
Groups
-
LTOPS21DLTOPS21D
-
LTOPS21CLTOPS21C
-
LTOPS21BLTOPS21B
-
LTOPS21ALTOPS21A
-
PLIITS21
-
LTOPS21FLTOPS21F
-
LTOPS21ELTOPS21E
Objective
Student is able to
- use basic terminology related to sales and marketing
- define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and use customer-oriented practices
- understand role of sales and marketing for the business
Materials
In the ItsLearning
Teaching methods
Independent study
Familiarity with literature and other material
Online teaching
Contact teaching
International connections
Independent studies, lectures, online exercies, group works, and project based learning.
Content scheduling
Student is able to
- use basic terminology related to sales and marketing
- define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and use customer-oriented practices
- understand role of sales and marketing for the business
The timing will be confirmed when the schedules are completed, but tentatively
- 2h for the whole group once a week, for 9 weeks
- 2h of group presentations in small groups on a weekly basis
Evaluation scale
H-5
Assessment criteria, fail (0)
The work is completely incomplete or incorrect
Assessment criteria, satisfactory (1-2)
Things were dealt with in a concise, list-based way and did not fully care about the task
Contradiction and inconsistency
Totally incomplete reasoning
Assessment criteria, good (3-4)
The main content was raised somewhat well
Little or no irrelevant material
There is no noticeable personal reflection on things
There is little justification
Written work clear
Assessment criteria, excellent (5)
Important main content presented very comprehensively
The matter has been described and evaluated from several different points of view, making very extensive use of existing source material
Presented reflections, arguments, own views and conclusions in a very rich, comprehensive and consistent way
Written work very clear and logical