Selling in the Digital EraLaajuus (5 cr)
Code: KH00BN13
Credits
5 op
Objective
Having completed the course the student
• recognises the changes in customer behavior and their influences on sales
• describes the development of sales from product sales to digital sales
• analyses the business of the customer organisation in solution selling
• describes the purchasing process of a customer and understands the importance of customer experience in touchpoints
• understands the importance of value co-creation
• plans goal-driven sales and follow up
Content
• Recognises the changes in customer behavior and their influences on sales
• Describes the development of sales from product sales to digital sales
• Analyses the business of the customer organisation in solution selling
• Describes the purchasing process of a customer and understands the importance of customer experience in touchpoints
• Understands the importance of value co-creation
• Plans goal-driven sales and follow up
Enrollment
02.12.2021 - 18.03.2022
Timing
28.02.2022 - 20.05.2022
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Campus
Salo IoT Campus
Teaching languages
- Finnish
Seats
0 - 40
Degree programmes
- Degree Programme in Business
Teachers
- Sanna Merisalo
- Eeva Lehtinen
- Taru Kankaanpää
Groups
-
PLIISS21
Objective
Having completed the course the student
• recognises the changes in customer behavior and their influences on sales
• describes the development of sales from product sales to digital sales
• analyses the business of the customer organisation in solution selling
• describes the purchasing process of a customer and understands the importance of customer experience in touchpoints
• understands the importance of value co-creation
• plans goal-driven sales and follow up
Content
• Recognises the changes in customer behavior and their influences on sales
• Describes the development of sales from product sales to digital sales
• Analyses the business of the customer organisation in solution selling
• Describes the purchasing process of a customer and understands the importance of customer experience in touchpoints
• Understands the importance of value co-creation
• Plans goal-driven sales and follow up
Evaluation scale
H-5