Study Guide

Objective

Having completed the course the student is able to:
-understand the business model of the client company
-listen to the customer and suggest solutions that create value in sales and marketing
-develop and improve sales and marketing together with the client.

Evaluation scale

H-5

Objective

Having completed the course, the student is able to:
apply customer oriented thinking, develop profitable customer relationships and
use customer-oriented practices in service

Content

customer service
customer experience

Evaluation scale

H-5

Objective

Having completed the course the student
- finds out different solution options to complex business cases
- is able to evaluate options compared to objectives set for the solution
- is able to choose and justify the best solution

Evaluation scale

H-5

Objective

Students active listening, debating and negotiation skills will develop.

After completing the course student can
- understand all steps of Business Negotiations preparation, execution and evaluation.
- handle basic Business Negotiations in an international environment.

Content

- Practice of skillsets in real or simulated Business Negotiations to develop related competences.
- Relevant theory, case studies, role-plays, exercises, group work and possibly Business Negotiations Competition.

Materials

Articles, podcasts, and webinars announced during class

Teaching methods

The learning methods of the course consist of practical role-playing exercises, case exercises & participation in the negotiation competition. Moreover, some practical working-life related exercises or group works may be done during the course.

The coaching is mainly based on the European Sales Competition Manual.

Exam schedules

The course cannot be retaken; it must be completed by participating in the course and fulfilling its requirements.

International connections

Theory sessions in class
Role-playing exercises
Case exercises
Participating to the competition
Course book, current articles, podcasts, and webinars on sales
Cooperation with companies

Completion alternatives

No.

Student workload

Participation in exercises during class: 30%
Participation in measurements in Customer Behavour Lab: 10 %
Participation to the negotiation competition: 30%
Completion of course assignments: 30 %

A minimum participation rate of 50% is required. Participation to the negotiation competition is required for passing the course.

Content scheduling

The course consists of negotiation coaching sessions (online and onsite) & participation to the competition.

Further information

Relevant information and materials related to the course will be shared in the ItsLearning learning environment. The teaching takes place at the Kupittaa campus and in online-environment (e.g. Teams).

Evaluation scale

H-5

Assessment methods and criteria

Participation in exercises during class: 30%
Participation in measurements in Customer Behavour Lab: 10 %
Participation to the negotiation competition: 30%
Completion of course assignments: 30 %

A minimum participation rate of 50% is required. Participation to the competition is required for passing the course.

Assessment criteria, fail (0)

Failure to participate in exercises and the competition
Participation rate below 50%

Assessment criteria, satisfactory (1-2)

Participation in sessions & exercises
Completion of the case assignment(s) and other assignments at a satisfactory level
Participation to the competition

Assessment criteria, good (3-4)

Active participation in sessions & exercises
Completion of the case & other assignments at a good level
Participation to the competition

Assessment criteria, excellent (5)

Active participation and demonstration of excellent skills in sessions & exercises
Excellent participation rate
Completion of the case & other assignments at an excellent level
Participation to the competition
Final placement in the competition

Objective

In the Customer Relationship Management (CRM), successful acquisition and retention of profitable customers, integrative channel and partnership management, and analytical data management are among the most essential topics. Students can use calculation methods which are related to business to business sales and are able to do a pricing model for a product or service.

Content

- CRM
- Pricing
- Calculation models
- Calculation methods   
 

Evaluation scale

H-5

Objective

Having completed the course the student
- understands global economical trends, business economics ans organization's key performance indicators
- perceives effects of sales operations in organization's economics
- is able to manage sales budgeting.

Teaching methods

Lectures
Group working
Reading and YouTube
Teams
Workshops
ITS-learning pages
Presentations

International connections

Experiential learning, inquiry-based, case studies, collaborative, reflective, constructivism, and integrative

Completion alternatives

None

Student workload

student workload = 133hrs

Content scheduling

after completing the course, the student?
- understands global economical trends, business economics and organization's key performance indicators?
- is familiar with different levels of forecasting ?
- knows how to manage sales budgeting?

- knows quantitative and qualitative measures of evaluating sales force?

- understands the essence of motivating, compensating and training salespeople?

Further information

Will be announced in class.

Evaluation scale

H-5

Assessment methods and criteria

Max number of points = 100 points divided as follows?

?

Case study on budgeting, motivating salespeople and key performance indicators 60 %?

Written report + oral presentation + reviewing another team?

Real company case: Motivating and rewarding sales personnel 40 %.?

Interviews with companies, sharing the results with the peers in the class?

Activity during classes and reading circles may upgrade the max points by 1-10 points?

40-59 points = 1?

60-69 points = 2?

70- 79 points = 3?

80-89 points = 4 ?

90-100 points = 5?

Assessment criteria, fail (0)

The student show very limited knowledge and understanding of the main areas of the course as well as inability to grasp fundamental concepts and inability to apply the concepts to the case studies/assignments. Zero or insignificant contribution in completion of team assignments. Student show very little ability to gather and interpret relevant data to come to informed judgments that include reflection about what is asked for the assignments. The student has difficulties in communicating his/her ideas to others. Several parts of the text are unclear.

Assessment criteria, satisfactory (1-2)

The student demonstrates limited knowledge and understanding of the main areas of the course. The student shows difficulties in applying his/her knowledge and understanding of the content. Basic understanding of economical issues in sales, and limited ability and apply knowledge into the case studies/assignments. The student has difficulties in communicating his/her ideas to others. Some parts of the text are unclear

Assessment criteria, good (3-4)

Good understanding of key economical issues, and able to demonstrate how to apply theoretical knowledge into the case studies/assignments. The student demonstrates good ability to gather and interpret relevant data to inform judgments that include reflection about what is asked for the assignments. The student is able to communicate his/her ideas to others. Important parts of the text are clear and well written.

Assessment criteria, excellent (5)

Excellent understanding of key economical aspects, and able to demonstrate, apply theoretical knowledge into practice with valuable findings. The student ability to gather and interpret relevant data is consistent throughout the course duration. The student is able to communicate clearly his/her ideas to others in a professional way. Most of the text is clear and well written.

Objective

The student creates an overall picture of the managerial tasks and is able to take responsibility for a team. He/she can analyze and interpret the behavior of individuals and groups, and is able to act in a constructive manner within a work community and to assess the impact of his/her own behavior on it. The student internalizes the idea of constant development as a tool for developing the whole organization and the well-being of a work community.

Content

Managerial and subordinate competence
Motivation and competence development
Well-being of a work community
Change in organizations

Evaluation scale

H-5

Objective

Students become acquainted with financial services´ business environment and work there. They can interpret the basic phenomena within the economy and the factors affecting them. They also know career opportunities in financial services.

Content

financial business environment
jobs in financial sector
professional identity
economy

Evaluation scale

H-5

Objective

After completing the course the student can:
- describe the principles of project team operation and project control
- solve problems related to project implementation
- apply his/her knowledge to achieve project goals
- document the project

Evaluation scale

H-5

Objective

The student can use correctly various types of numerical expressions in English and Swedish. He is able to describe the banking sector in Finland as well as traditional banking products and services (payments and accounts). He is familiar with basic loan, investment and insurance terminology and can present various types of financial products and services.

Materials

Lecturer's material

Teaching methods

- contact lessons and online studies
- online exercises in Itslearning
- service situations and negotiations

Student workload

online exercises in Itslearning

Content scheduling

- accounts and payments
- loans and financing
- investments
- insurance

Evaluation scale

H-5

Assessment methods and criteria

0-5. The grade is based on active participation in contact lessons, 1-2 word tests, an investmentor insurance video and a written exam.

Objective

The student deepens his/her knowledge in different kinds of insurance e.g. third party insurance ( liability) and insurance of property. The students know the social security system as a whole and how it operates. In service situations they can guide and advise customers.

Content

Property and Liability Insurance
Personal Insurance

Evaluation scale

H-5

Objective

Upon completion of this course, the students is able to
- distinguish between strategic management and operational management decisions
- distinguish between leadership and management approach at company and destination level
- recognize the role of HR, use of technologies, competence development, and occupational wellness in tourism and hospitality industry
- explain the importance of soft skills in work community and customer contacts

Content

- Leadership and developing employee competencies and occupational wellness
- Adaptability, problem solving, conflict resolution and teamwork
- Standardized processes, service standards and technology in customer encounters

Materials

Dessler, Gary (2019). Human Resource Management, 16th edition, Harlow: Pearson Education.
OR
Dessler, Gary (2017). Human Resource Management, 15th edition, Harlow: Pearson Education. (available online in FINNA)

Johnston, Clark and Shulver. 2012. Service Operations Management. Improving Service Delivery. 4th edit. Pearson. e-book, available online in FINNA. Chapters:

And additional reading materials in Itslearning

Teaching methods

Flipped Learning, learning circles, case studies

Exam schedules

There is no exam for this course.

International connections

The student studies most of the concepts at home (individual assignments and team assignment). Important parts of the contact sessions are used to work on case studies.

Completion alternatives

Make sure to contact the teachers within August about it. To be agreed with the teachers before the course starts.

Student workload

Contact lessons: 25h
Studying reading materials ~ 30/50h
Working on assignments and peer reviews ~ 40-60h

Content scheduling

Strategic Management and HRM in Service Industries
Leadership versus management on operational level
Employees' competence development
Recruiting and Orientation of new employees
Use of Technology in Services Encounter

Further information

Attendance in class is compulsory as there are case studies and workshops in class.

Evaluation scale

H-5

Assessment methods and criteria

All the components (individual assignments, peer reviews…) of this course will be graded as follows:
Fail (0pts)
Pass / accepted (1pts)
Good (2pts)
Excellent (3pts)
Peer review: Narrow and limited (1 pts), Content commented well (2 pts).
Points maximum:
• 2 individual assignments: 6 points maximum
• 2 peers reviews: 4 points maximum
• 1 team assignment (Poster -presentation): 3 points maximum
The points translate as follow for the final grade:
• 12 - 13 points = grade 5
• 10 - 11 points = grade 4
• 8 - 9 points = grade 3
• 7 points = grade 2
• 6 points = grade 1
• 5 points and below = fail
OBS: The two individual assignments and the team assignment are compulsory to be able to pass the course. Missing a peer review is not disqualifying, it only affects negatively the final grade.

Assessment criteria, fail (0)

The student has demonstrated very limited knowledge and understanding of the main areas of the course. The student shows difficulties in applying his/her knowledge and understanding of the course content. The student demonstrates very little ability to gather and interpret relevant data to inform judgments that include reflection about what is asked for the assignments. The student has difficulties in communicating his/her ideas to others. Several parts of the text or presentation are unclear.

Assessment criteria, satisfactory (1-2)

The student has demonstrated limited knowledge and understanding of the main areas of the course. The student shows some difficulties in applying his/her knowledge and understanding of the course content. The student demonstrates little ability to gather and interpret relevant data to inform judgments that include reflection about what is asked for the assignments. The student has difficulties in communicating his/her ideas to others. Some parts of the text or presentation are unclear.

Assessment criteria, excellent (5)

The student has demonstrated very good knowledge and understanding of the main areas of the course. The student shows s/he can apply his/her knowledge and understanding of the course content. The student demonstrates very good ability to gather and interpret relevant data to inform judgments that include reflection about what is asked for the assignments. The student is able to communicate clearly his/her ideas to others in a professional way. Most of the text is clear and well written.

Objective

Students are able to use legal thinking in business related matters and are familiar with the principles and procedures of legal matters. The student is able to make contracts related to daily business and knows the regulation of marketing products and services. With regard to labor law the student is familiar with regulations related to employment contracts and collective agreements, so that he / she is able to resolve issues related to employment relationships in his / her work duties, if necessary. The student knows basics of company law for corporate administration and own business.

Evaluation scale

H-5

Objective

Students are able to use legal thinking in business related matters and are familiar with the principles and procedures of legal matters. The student is able to make contracts related to daily business and knows the regulation of marketing products and services. With regard to labor law the student is familiar with regulations related to employment contracts and collective agreements, so that he / she is able to resolve issues related to employment relationships in his / her work duties, if necessary. The student knows basics of company law for corporate administration and own business.

Evaluation scale

H-5

Objective

Student:
- can define rules regulating real estate field
- can explain the rights and responsibilities of different parties in purchase of real estate.
- can act in real estate field.

Content

laws coverning real estate field

Evaluation scale

H-5

Objective

Student
- recognizes various communication types in the sales process: marketing communication, telephone contacting, face-to-face negotiations and written sales communication
- knows her or his own communication styles and preferences

Evaluation scale

H-5

Objective

The student is able:
• to execute sales management
• to analyze problems related to sales management and to make decisions
• to organize sales functions, tasks and responsibilities
• to lead and train salespeople
• to evaluate and develop salespeople and sales functions

Content

• Alignment of the sales strategies with company and marketing strategies
• Organizing sales functions and sales channels
• Leading sales force
• Recruiting, rewarding and motivating sales force
• Training and developing sales skills
• Managing ethical issues related to selling
• Target setting and pipeline management
• Evaluating performance of the salespeople

Evaluation scale

H-5

Objective

The student is able:                                                                                 
- to use the CRM software
- to evaluate how CRM systems are connected in company's enterprise resource planning systems
- to make proposals for the development of information systems
- to use constantly changing software
- to judge the need for continuous learning of software 

Content

CRM software as a sales support
CRM system as part of the ERP system
Case 
 

Evaluation scale

H-5

Objective

The student is able:
- to explain the role of personal selling and how professional salespeople are behaving
- to execute the different stages of the sales process in an effective and customer-oriented way
- to analyze buying behavior and buying processes
- to use appropriate sales models and sales skills in different sales situations and during the different stages of the relationship
- to create long-term customer relationships in B2B context from the value creation perspective

Content

sales process

Evaluation scale

H-5

Objective

The student is able:
- to apply the theories of personal selling and sales process in practical sales conversations

- to execute the different stages of the sales conversation from the opening to the closing of the sale

- to formulate a solution to the customer based on the needs identification

- to use interaction skills appropriate to the sales situation

- to plan a manuscript and to execute it

Content

- Customer and product knowledge

- Practical training of the sales conversation stages

- Buyer-seller role-plays

- Sales conversations

- Coaching and sparring

Evaluation scale

H-5

Objective

After completing the course the student is able to:
- apply the theories of personal selling and sales process in practical sales conversations
- execute the different stages of the sales conversation from the opening to the closing of the sale
- propose a solution to the customer based on a needs identification
- use interpersonal skills required in a sales situation
- utilise the data collected in sales negotiation situation to develop own negotiation skills
- plan a manuscript and to execute it in the sales competition
-to be able to take customer needs into account when planning and implementing a project.

Content

- Customer and product knowledge
- Practical training of the sales conversation stages
- Buyer-seller role-plays
- Video and data analysis of sales conversations
- Coaching and sparring
-Customer project implementation

Content scheduling

- Customer and product knowledge
- Practical training of the sales conversation stages
- Buyer-seller role-plays
- Video and data analysis of sales conversations
- Coaching and sparring
-Customer project implementation

Evaluation scale

H-5

Evaluation scale

H-5

Objective

The students learn critical use of theoretical and methodological sources in their own field of study and get used to write about their own field of study. Students can draft a viable plan for their Bachelor’s thesis and start it.

Evaluation scale

H-5

Objective

Students can report on their Bachelor’s thesis flawlessly both orally and in writing.
Students have to pass The Maturity Test.
Students have to write Publication concerning Thesis Subject

Evaluation scale

H-5

Objective

The students learn to understand the fundamental structures of banking. They become acquainted with  banking business environment and its changes. They know the services offered by banks as well as their operation methods and ways to compete. The course emphasises the factors which make banking profitable.

Content

Banking business environmentBanks and financing Payment systems and  instrumentsProperty management serviceFinances and profitability of banksPersonnel management in banksMarketing and ways to competeBanking as the market place 

Evaluation scale

H-5

Objective

  
Students are able to compare different investment options and general financial market trends and can explain the activity in general. Students learn to identify investment targets and market-related risks. Students learn to classify the individual investment opportunity. Students are able to apply basic risk diversification and portfolio management, as well as be able to find an appropriate investment target for an investor.  

Content

- Financial Markets and Investment
- The Value of Money and Investment
- The Risk Profiles, Risk and Risk management
- Investment instruments
- Hedging and Investment portfolios  
 
 

Location and time

Sepänkatu 3.9.- 31.12.2018

Materials

The electronic material provided by the lecturer in IT´s and the literature agreed upon at the beginning of studies, as well as the APV 1 material as applicable.

Teaching methods

Learning takes place through applied problem-based learning, in which the theoretical part is applied in practice through various news, assignments, exercises and case materials.

Employer connections

During implementation, some of the content may be linked to a project related to an outsourcer or an internal partner's assignment, project, or other project content.

Exam schedules

Agreed with the learners at the beginning of the implementation.

International connections

In the teaching, innovation pedagogy is applied, which is applied during lectures and exercises, as well as in assignments. The focus is on practical activities derived from the central theoretical material. The content of the implementation is actively linked to news and events at the time of implementation. Active connection to the general economic situation at the time of implementation and reported economic information is used to support the theoretical material of the teaching.

Completion alternatives

*

Student workload

Exercises, essay, exam and Case. The student's total workload is 5 credits. about 135 hours. Most of the assignments are given as oral assignments in connection with the lectures and the theoretical topic, and they are not repeated by the lecturer. The goal of oral assignments is to simulate normal working life and assignments given by internal or external customers of the organization. Assignments typically include the theoretical material presented in the lectures, which is connected to current news or events in the teaching.

Content scheduling

Financial markets and investment
Value of money and investment
Risk profiles, risk and risk management
Investment Instruments
Diversification and investment portfolios

Further information

A possible investment-related familiarization trip to Helsinki.

Evaluation scale

H-5

Assessment methods and criteria

Exercises, case and participation in work 60%. Exam 40%. Can be agreed on more detailed at the beginning of the lectures.

Assessment criteria, fail (0)

Not doing exercises and/or working and exercises less than 50% of the total score. Exam performance below 50% of the total score and/or possible cross- and peer evaluation for group assignments is acceptable.

Assessment criteria, satisfactory (1-2)

All exercises completed and participation in work can be evaluated for tasks that require participation. With regard to group assignments, possible cross- and peer evaluation is carried out acceptably. Exercises All tasks and Case(s) done and returned. The total score of assignments and Case 50% - 65% of the total score.

Assessment criteria, good (3-4)

All exercises completed and participation in work can be evaluated for tasks that require participation. With regard to group assignments, possible cross- and peer evaluation is carried out acceptably. All tasks and Case(s) done and returned. The total score for assignments and Case 66% - 85% of the total score.

Assessment criteria, excellent (5)

All exercises completed and participation in work can be evaluated for tasks that require participation. Regarding group assignments, possible cross- and peer evaluation is carried out acceptably. All tasks and Case(s) done and returned. The total score of the assignments and Case is more than 85% of the total score.

Objective

 Students learn todraw conclusions on the company'scapital structure,as well asbe able to compare their impact of changes in capital structure of the business. Students are able to establish the profitability of the investment-related calculations, and are able to estimate the overall impact of the investment point of view. Students find a variety of sources of finance for investment and are able to assess their suitability in each case.Students learn to analyze the company's operations as well as keyaspects of the operation. Students learn to prepare the material for an Investment so that the company is able to initiate the necessary funding negotiations. Students are able to apply their skills in credit negotiations.

Content

Enterprise Capital Structures
Corporate Analysis
The profitability of investments and investment decision-making situation
Sources of funding
Short-and long-term financial planning and financial solutions 
Credit Negotiations
Financing International Operations
  
 
 
Financing International Operations  
 

Evaluation scale

H-5

Objective

Upon completion of this course, the students will be able to:

• recall the main terminology in responsible business, risk management and foreshadowing
• relate to the importance of Corporate Social Responsibility in tourism, wellness, and leisure businesses
• analyze, plan, and implement responsible tourism and hospitality practices as well as related marketing communication

Content

• Introduction to responsible business operations
• Risk management and foreshadowing
• Communication of corporate social responsibility
• Application of responsible business dimensions at company and destination level

Materials

Materials at itslearning, the knowledge base found by the student and:

Amadae, S. M., Harju, M., Jumite, R., Kortelainen, J., Laine, M., Sood, S., & Sorri, S. (2023). Sustainable Consumption: Political Economy of Sustainable Food.

Dyllick, T., & Muff, K. (2016). Clarifying the meaning of sustainable business: Introducing a typology from business-as-usual to true business sustainability. Organization & environment, 29(2), 156-174.

Helminen, J. (2023) Järjestä hiiliviisas tapahtuma. Posintra
Kestävän Matkailijan Opas Helsinkiin (2024). Helsinki https://www.hel.fi/static/kanslia/elo/Kestavan_matkailijan_opas_Helsinkiin_FIN.pdf

Scandic Guidelines to Sustainable Procurement (2018). Scandic Hotels

Sorakunnas, E., Räikkönen, J., Konu, H., Grénman, M., & Tyrväinen, L. (2024). Biodiversity, leadership, and resilience in a national sustainable tourism program. Scandinavian Journal of Hospitality and Tourism, 1-19.

Wong, A. K. F., Kim, S. S., Lee, S., & Oh, M. (2023). Assessing the performance of corporate social responsibility (CSR): Impact range-performance analysis and impact-asymmetry analysis. Tourism Management Perspectives, 49, 101177.

Teaching methods

In this course we have both face-to-face teaching and independent work in a group but also on your own. The course will also include one or more expert visitors and we will try to make one visit to a company promoting sustainable development in the tourism sector in the Turku area. The student will be expected to acquire the knowledge base by reading also more demanding research and other material needed for the course.

Exam schedules

There is no exam

International connections

The pedagogical approach of Turku University of Applied Sciences is called innovation pedagogy or Innopeda for short. It is a learning approach based on experimentation, sharing knowledge and expertise and combining different perspectives. Innovation pedagogy is based on workplace orientation and collaboration, internationalisation, entrepreneurship and systems thinking.

You will need not only the core skills you have learnt, but also the innovation skills needed in all areas of business. You will also be expected to be creative and proactive, but also to think critically and work in teams and networks. You will actively practice all of these competences, but with a different emphasis on each course, throughout your studies.

For more information on Innopeda, visit https://innopeda.turkuamk.fi/

Completion alternatives

None

Student workload

5ects = 135hrs of student work as follows:
*7 x 4h+ 8hrs= 36hrs of work at Campus
*99hrs independent / group work onsite/online

Content scheduling

4th pediod, weeks 43 -50

Further information

itslearning and email

Evaluation scale

H-5

Assessment methods and criteria

The course has two assessable outcomes:
1) Group work, which is 40% of the total and is assessed as fail - 5.
2) Individual assignment with a weighting of 60% of the total and a fail - 5

In addition, a final self- and peer-assessment will be carried out.

Assessment criteria, fail (0)

Assignments undone and/or incomplete, (also returned after the deadline may result in failed mark)

Assessment criteria, satisfactory (1-2)

Satisfactory, T1
The group of students make limited use of the knowledge base. The end result is not technically sound (e.g. incomplete citations, presentation confusing)

In individual work the output is mainly based on fragmented work, not on a planned and reasoned application of the relevant knowledge base. The end result is not technically sound (e.g. incomplete citations).

Assessment criteria, good (3-4)

Good, H3
The group of students work in a proactive and coordinated way towards the objectives of the assignment and the course, and is able to share knowledge within the group. The group makes good use of the relevant knowledge base. Some technical errors (e.g. in citations)

In individual work, the student has set objectives in line with the assignment and the curriculum, but does not fully achieve them. The output is mainly based on a reasoned application of the relevant knowledge base. Its value for learning is good. Some technical errors (e.g. in citations)

Assessment criteria, excellent (5)

Excellent, K5
The group of students work in an active and coordinated way, in dialogue with each other, drawing on each other's expertise. The knowledge base is broad and is applied successfully and in a well-argued manner. Sources are relevant to the objectives. The final result is also technically sound (e.g. references).

In individual work, the student has set curriculum objectives and fully achieves them. The output is based on a reasoned application of the relevant knowledge base. Its value for learning is considerable. The final result is also technically sound (e.g. references).

Objective

The student can communicate orally in different work-life situations.

Content

The student
- can describe the content and structure of his/her studies, training and work experience
- can describe his/her working environment and operations of a company, products and processes
- can communicate in various business life situations appropriately
- is able to use appropriate vocabulary and phrases when presenting tasks of his/her own field

Evaluation scale

H-5

Objective

The student can communicate orally in different work-life situations.

Content

The student
- can describe the content and structure of his/her studies, training and work experience
- can describe his/her working environment and operations of a company, products and processes
- can communicate in various business life situations appropriately
- is able to use appropriate vocabulary and phrases when presenting tasks of his/her own field

Evaluation scale

H-5

Objective

   The student can communicate in writing in different work-life situations.

Content

The student
- can describe the content and structure of his/her studies, training and work experience
- can describe his/her working environment and operations of a company, products and processes
- can communicate in various business life situations appropriately
- is able to use appropriate vocabulary and phrases when presenting tasks of his/her own field

Evaluation scale

H-5

Objective

   The student can communicate in writing in different work-life situations.

Content

The student
- can describe the content and structure of his/her studies, training and work experience
- can describe his/her working environment and operations of a company, products and processes
- can communicate in various business life situations appropriately
- is able to use appropriate vocabulary and phrases when presenting tasks of his/her own field

Evaluation scale

H-5

Objective

The student can:
- interpret financial reports

Content

Financial Reports

Evaluation scale

H-5

Objective

The student is able to
- make calculations of a company's day-to-day operations using Excel
- estimate the true cost of different funding options
- present the results in a clear and proper way.

Content

- percentage, Simple and Compound Interest
- financing options
- investment calculations
- using Excel for editing, analyzing and presenting data

Materials

Itsiin ladattu materiaali
Eduhouse-palvelun videot
Saaranen ym., Liike-elämän matematiikka, Edita, v. 2022 tai vanhempi
oma tiedonhaku
muu materiaali

Teaching methods

tehtäväperustaiset, hankitun tiedon ja taidon soveltamiseen perustuvat menetelmät
luennot
laskupajat
opetusvideot

Exam schedules

Tentin ja uusintojen ajankohdat kirjataan lukujärjestysten julkistamisen jälkeen.

International connections

learning by doing
flipped learning

Student workload

Yhteensä n. 140 h opiskelijan omaa työtä.

Arvioitu jakautuminen:
luennot + valmistautuminen 15 h
opetusvideot 5 h
laskupajat + valmistautuminen 30 h
tehtävien tekeminen 40 h
tentti ja siihen valmistautuminen 10 h
muu itsenäinen opiskelu 40 h

Content scheduling

Prosenttilaskut
Katetuotto ja kannattavuus
Korko- ja koronkorkolaskenta
Rahoituslaskelmat
Investointien kannattavuuden arviointi
Excelin hyödyntäminen laskelmissa sekä datan analysoinnissa, muokkaamisessa ja esittämisessä.

Tarkempi aikataulu löytyy oppimisalustalta Itsistä.

Further information

Yhteydenpito opettajaan ensisijaisesti sähköpostitse.

Harjoitustehtäviin saat apua ja neuvoja kampuksella järjestettävissä työpajoissa.

Jokaisella osallistujalla tulee olla käytössään kannettava tietokone, ja sille ladattuna Microsoft Office Excel.

Edeltävinä tietoina ja taitoina opiskelijalla tulee olla suoritettuna ICT-osaaminen -opintojakso, tai omata vastaavat Excelin käyttötaidot.

Evaluation scale

H-5

Assessment methods and criteria

Opiskelijan osaaminen arvioidaan opintojakson päätteksi tehdyn tentin perusteella. Tentti suoritetaan yksilösuorituksena kampuksella määrättynä ajankohtana.

Tentin ja uusintojen ajankohdat kirjataan lukujärjestysten julkistamisen jälkeen.

Aktiivinen osallistuminen laskupajoihin ja aktiivinen harjoitustehtävien palauttaminen opintojakson aikana saattavat korottaa arvosanaa.

Assessment criteria, fail (0)

Opiskelija ei suorita tenttiä, tai ei osoita hallitsevansa arvosanaan 1 vaadittavia taitoja.

Assessment criteria, satisfactory (1-2)

Arvosana 1
Opiskelija osaa talousmatematiikan perustaitoja, esimerkiksi:
- laskea prosenttilaskuja
- arvioida yritystoiminnan kannattavuutta katetuottolaskelman avulla
- laskea yksinkertaisia korkolaskuja

Assessment criteria, good (3-4)

Arvosana 3
Opiskelija hallitsee talousmatematiikan perustaidot, esimerkiksi:
- osaa laskea prosenttilaskuja
- osaa arvioida yritystoiminnan kannattavuutta katetuottolaskelman avulla
- osaa hinnoitella yrityksen tuotteita katetuottolaskelman avulla
- osaa laskea yksinkertaisia korkolaskuja
- ymmärtää koronkorkolaskujen periaatteen ja osaa laskea koronkorkolaskujen perustehtäviä
- osaa laskea talousmatematiikan perustehtäviä Exceliä hyödyntäen

Assessment criteria, excellent (5)

Opiskelija hallitsee talousmatematiikan perustaidot, sekä pystyy soveltamaan kyseisiä taitoja ja tekemään analyyseja ja johtopäätöksiä laskelmiensa perusteella, esimerkiksi:
- osaa laskea prosenttilaskuja
- osaa arvioida yritystoiminnan kannattavuutta katetuottolaskelman avulla
- osaa hinnoitella yrityksen tuotteita katetuottolaskelman avulla
- osaa laskea yksinkertaisia korkolaskuja
- ymmärtää koronkorkolaskujen periaatteen ja osaa soveltaa koronkorkoperiaatetta mm. investointien kannattavuuden arvioinnissa
- osaa vertailla eri rahoitusmenetelmiä
- osaa hyödyntää Exceliä laskelmissaan sekä datan analysoinnissa, muokkaamisessa ja esittämisessä

Objective

After completion of the study unit the student is able to
- complete an accounting period for a small company by using accounting software
- calculate value-added tax and the amount of employer's contributions in the monthly bookkeeping
- calculate the company's taxable income based on bookkeeping
- calculate payable taxation for the employee
- read and analyze financial statement reports

Content

- accounting rules/principles
- payroll accounting
- value-added tax
- information on employer's contributions and value-added tax to the authorities
- accounting deferrals and financial statement
- basics of direct taxation
- analysis of financial statement reports

Evaluation scale

H-5

Objective

Student
- knows the strengths and weaknesses of different structures and practices of organizations
- understands the impact of organizational culture of feeling and atmosphere at the workplace
- can identify the differences of people in the workplace as a resource
- can cope with typical problems of the working community
- is familiar with basic principles in working as a team leader or as a supervisor of a work group
- is able to use methods of project management in team work tasks

Materials

Management and Organisational Behaviour; Mullins & Rees, 2023 (linked to in Itslearning)

Articles, web links, videos, podcasts to be available in ITS

Teaching methods

Contact teaching, group works, independent studying, reports, presentations, discussions

International connections

The course is based on working life situations, interaction and presentations. 4 presentations in Finnish, 1 presentation in Swedish, 1 presentation in English. The course requires active attendance (>70%) and participation in group work throughout the course

Use of AI: AI tools, such as language models, may be used to perform tasks, for example to retrieve information and generate initial guidelines for solutions. In line with the principles of responsible use of AI, we require the following:

Own outputs and understanding: each student is responsible for all the content he/she writes. Students must ensure that they understand and can explain the content and context of their output.
Role of AI: The use of AI is allowed for data mining and generating initial ideas, but the solutions and analyses themselves must be developed and refined using the student's own ideas and insights. The content provided by AI should not be the student's decisive input, but rather a tool.

Processing and reasoning: students must be able to justify and give reasons for the processing of case studies and the conclusions and solutions proposed. This includes an explanation of how the information provided by the AI tools was used and what own thought processes were used to reach the final results.

In reflecting on individual assignments, teachers may ask follow-up questions, written or oral, to assess students' understanding and ability to justify their own work.

Honesty and use of sources: all sources and AI outputs used must be properly referenced. Plagiarism and unethical use of AI tools are not permitted. Students must also follow the institution's ethical guidelines and rules regarding the use of AI and academic integrity.

Completion alternatives

If you have many years of work experience, related to all dimensions named in the implementation plan, including work in a managerial role, you have the option to show that you already have acquired the competences.

Step 1: Submit an application describing your activities and experience, in relation to the course objectives (implementation plan). Submit your application to one of the tutors by 6 September.

Step 2: If your application is accepted, prepare to complete your personal coursework by 15 September. You will receive more detailed instructions from your teachers.

Student workload

Course unit: 5 ECTS = 135h

Self-studying (team work preparation and finalisation, essay): 110h
Weekly teaching: 7 x 2h = 14h
Team presentations: 6 x 2h = 12h

Content scheduling

Course Outline:
week 36: Work Community and Organizational behavior
Week 37: Individual Differences and Personality
Week 38: Group Dynamics and Teamwork
Week 39: Leadership in the 21st century
Week 40: Conflict resolution and negotiation
Week 41: Organizational Culture and climate
Week 42: Autumn Break
Week 43: Well-being at work

Further information

Contact to teachers by e-mail only

Evaluation scale

H-5

Assessment methods and criteria

The group presentations and group diaries of this course will be graded as follow:
Fail (0pts)
Pass / Good (1pts)
Very good / Excellent (2pts)
6 group presentations: 12 points maximum
6 group diaries: 12 points maximum
50% of final course grade
24-21: 5
20-19:4
18-17:3
16-15:2
14-12:1
Below 12 points: 0

Grade from 0 to 5
2 tests on ITS: 10% each
Individual essay: 30% (student gets 1 extra point if the essay is written in English or Swedish- meaning that a student who gets a 5 will receive a 6)

Assessment criteria, fail (0)

The student has demonstrated very limited knowledge and understanding of the main areas of the course. The student shows difficulties in applying his/her knowledge and understanding of the course content. The student demonstrates very little ability to gather and interpret relevant data to inform judgments that include reflection about what is asked for the assignments. The student has difficulties in communicating his/her ideas to others. Several parts of the text are unclear.

Assessment criteria, satisfactory (1-2)

The student has demonstrated limited knowledge and understanding of the main areas of the course. The student shows some difficulties in applying his/her knowledge and understanding of the course content. The student demonstrates little ability to gather and interpret relevant data to inform judgments that include reflection about what is asked for the assignments. The student has difficulties in communicating his/her ideas to others.

Assessment criteria, good (3-4)

The student has demonstrated good knowledge and understanding of the main areas of the course. The student shows s/he can apply his/her knowledge and understanding of the course content. The student demonstrates good ability to gather and interpret relevant data to inform judgments that include reflection about what is asked for the assignments. The student is able to communicate his/her ideas to others.

Assessment criteria, excellent (5)

The student has demonstrated very good knowledge and understanding of the main areas of the course. The student shows s/he can apply his/her knowledge and understanding of the course content. The student demonstrates very good ability to gather and interpret relevant data to inform judgments that include reflection about what is asked for the assignments. The student is able to communicate clearly his/her ideas to others in a professional way.

Objective

The student can:
- recognize various risks
- give examples how to manage them

- advice customers in insurance matters

- act in insurance sector

Content

Risk management
Insurance companies
Insurances

Evaluation scale

H-5

Objective

The objective of the Federation of Finnish Financial Services is to improve the public trust in investment service operations by ensuring that the employees of companies in the financial industry have adequate knowledge and professional skills to take care of their duties .The Federation of Finnish Financial Services recommends that all member companies' employees who work in customer service roles related to investment services complete the authorized qualification and that they have the skills as specified in these rules to perform their duties.

Content

- adequate knowledge and professional skills in financial services
- independent studies

Evaluation scale

H-5

Objective

Students are able to use legal thinking in business related matters and are familiar with the principles and procedures of legal matters. The student is able to make contracts related to daily business and knows the regulation of marketing products and services. With regard to labor law the student is familiar with regulations related to employment contracts and collective agreements, so that he / she is able to resolve issues related to employment relationships in his / her work duties, if necessary. The student knows basics of company law for corporate administration and own business.

Evaluation scale

H-5

Objective

The student is able to
- make calculations of a company's day-to-day operations using Excel
- estimate the true cost of different funding options
- present the results in a clear and proper way.

Content

- percentage, Simple and Compound Interest
- financing options
- investment calculations
- using Excel for editing, analyzing and presenting data

Materials

Itsiin ladattu materiaali
Eduhouse-palvelun videot
Saaranen ym., Liike-elämän matematiikka, Edita, v. 2022 tai vanhempi
oma tiedonhaku
muu materiaali

Teaching methods

tehtäväperustaiset, hankitun tiedon ja taidon soveltamiseen perustuvat menetelmät
luennot
laskupajat
opetusvideot

Exam schedules

Tentin ja uusintojen ajankohdat kirjataan lukujärjestysten julkistamisen jälkeen.

International connections

learning by doing
flipped learning

Student workload

Yhteensä n. 140 h opiskelijan omaa työtä.

Arvioitu jakautuminen:
luennot + valmistautuminen 15 h
opetusvideot 5 h
laskupajat + valmistautuminen 30 h
tehtävien tekeminen 40 h
tentti ja siihen valmistautuminen 10 h
muu itsenäinen opiskelu 40 h

Content scheduling

Prosenttilaskut
Katetuotto ja kannattavuus
Korko- ja koronkorkolaskenta
Rahoituslaskelmat
Investointien kannattavuuden arviointi
Excelin hyödyntäminen laskelmissa sekä datan analysoinnissa, muokkaamisessa ja esittämisessä.

Tarkempi aikataulu löytyy oppimisalustalta Itsistä.

Further information

Yhteydenpito opettajaan ensisijaisesti sähköpostitse.

Harjoitustehtäviin saat apua ja neuvoja kampuksella järjestettävissä työpajoissa.

Jokaisella osallistujalla tulee olla käytössään kannettava tietokone, ja sille ladattuna Microsoft Office Excel.

Edeltävinä tietoina ja taitoina opiskelijalla tulee olla suoritettuna ICT-osaaminen -opintojakso, tai omata vastaavat Excelin käyttötaidot.

Evaluation scale

H-5

Assessment methods and criteria

Opiskelijan osaaminen arvioidaan opintojakson päätteksi tehdyn tentin perusteella. Tentti suoritetaan yksilösuorituksena kampuksella määrättynä ajankohtana.

Tentin ja uusintojen ajankohdat kirjataan lukujärjestysten julkistamisen jälkeen.

Aktiivinen osallistuminen laskupajoihin ja aktiivinen harjoitustehtävien palauttaminen opintojakson aikana saattavat korottaa arvosanaa.

Assessment criteria, fail (0)

Opiskelija ei suorita tenttiä, tai ei osoita hallitsevansa arvosanaan 1 vaadittavia taitoja.

Assessment criteria, satisfactory (1-2)

Arvosana 1
Opiskelija osaa talousmatematiikan perustaitoja, esimerkiksi:
- laskea prosenttilaskuja
- arvioida yritystoiminnan kannattavuutta katetuottolaskelman avulla
- laskea yksinkertaisia korkolaskuja

Assessment criteria, good (3-4)

Arvosana 3
Opiskelija hallitsee talousmatematiikan perustaidot, esimerkiksi:
- osaa laskea prosenttilaskuja
- osaa arvioida yritystoiminnan kannattavuutta katetuottolaskelman avulla
- osaa hinnoitella yrityksen tuotteita katetuottolaskelman avulla
- osaa laskea yksinkertaisia korkolaskuja
- ymmärtää koronkorkolaskujen periaatteen ja osaa laskea koronkorkolaskujen perustehtäviä
- osaa laskea talousmatematiikan perustehtäviä Exceliä hyödyntäen

Assessment criteria, excellent (5)

Opiskelija hallitsee talousmatematiikan perustaidot, sekä pystyy soveltamaan kyseisiä taitoja ja tekemään analyyseja ja johtopäätöksiä laskelmiensa perusteella, esimerkiksi:
- osaa laskea prosenttilaskuja
- osaa arvioida yritystoiminnan kannattavuutta katetuottolaskelman avulla
- osaa hinnoitella yrityksen tuotteita katetuottolaskelman avulla
- osaa laskea yksinkertaisia korkolaskuja
- ymmärtää koronkorkolaskujen periaatteen ja osaa soveltaa koronkorkoperiaatetta mm. investointien kannattavuuden arvioinnissa
- osaa vertailla eri rahoitusmenetelmiä
- osaa hyödyntää Exceliä laskelmissaan sekä datan analysoinnissa, muokkaamisessa ja esittämisessä

Objective

The student can communicate orally in different work-life situations.

Content

The student
- can describe the content and structure of his/her studies, training and work experience
- can describe his/her working environment and operations of a company, products and processes
- can communicate in various business life situations appropriately
- is able to use appropriate vocabulary and phrases when presenting tasks of his/her own field

Evaluation scale

H-5

Objective

   The student can communicate in writing in different work-life situations.

Content

The student
- can describe the content and structure of his/her studies, training and work experience
- can describe his/her working environment and operations of a company, products and processes
- can communicate in various business life situations appropriately
- is able to use appropriate vocabulary and phrases when presenting tasks of his/her own field

Evaluation scale

H-5

Objective

The student can communicate orally in different work-life situations.

Content

The student
- can describe the content and structure of his/her studies, training and work experience
- can describe his/her working environment and operations of a company, products and processes
- can communicate in various business life situations appropriately
- is able to use appropriate vocabulary and phrases when presenting tasks of his/her own field

Evaluation scale

H-5

Objective

   The student can communicate in writing in different work-life situations.

Content

The student
- can describe the content and structure of his/her studies, training and work experience
- can describe his/her working environment and operations of a company, products and processes
- can communicate in various business life situations appropriately
- is able to use appropriate vocabulary and phrases when presenting tasks of his/her own field

Evaluation scale

H-5

Objective

The student can use correctly various types of numerical expressions in English and Swedish. He is able to describe the banking sector in Finland as well as traditional banking products and services (payments and accounts). He is familiar with basic loan, investment and insurance terminology and can present various types of financial products and services.

Materials

Lecturer's material

Teaching methods

- contact lessons and online studies
- online exercises in Itslearning
- service situations and negotiations

Student workload

online exercises in Itslearning

Content scheduling

- accounts and payments
- loans and financing
- investments
- insurance

Evaluation scale

H-5

Assessment methods and criteria

0-5. The grade is based on active participation in contact lessons, 1-2 word tests, an investmentor insurance video and a written exam.

Objective

After completion of the study unit the student is able to
- complete an accounting period for a small company by using accounting software
- calculate value-added tax and the amount of employer's contributions in the monthly bookkeeping
- calculate the company's taxable income based on bookkeeping
- calculate payable taxation for the employee
- read and analyze financial statement reports

Content

- accounting rules/principles
- payroll accounting
- value-added tax
- information on employer's contributions and value-added tax to the authorities
- accounting deferrals and financial statement
- basics of direct taxation
- analysis of financial statement reports

Evaluation scale

H-5

Objective

Students are able to use legal thinking in business related matters and are familiar with the principles and procedures of legal matters. The student is able to make contracts related to daily business and knows the regulation of marketing products and services. With regard to labor law the student is familiar with regulations related to employment contracts and collective agreements, so that he / she is able to resolve issues related to employment relationships in his / her work duties, if necessary. The student knows basics of company law for corporate administration and own business.

Evaluation scale

H-5

Objective

 Students learn todraw conclusions on the company'scapital structure,as well asbe able to compare their impact of changes in capital structure of the business. Students are able to establish the profitability of the investment-related calculations, and are able to estimate the overall impact of the investment point of view. Students find a variety of sources of finance for investment and are able to assess their suitability in each case.Students learn to analyze the company's operations as well as keyaspects of the operation. Students learn to prepare the material for an Investment so that the company is able to initiate the necessary funding negotiations. Students are able to apply their skills in credit negotiations.

Content

Enterprise Capital Structures
Corporate Analysis
The profitability of investments and investment decision-making situation
Sources of funding
Short-and long-term financial planning and financial solutions 
Credit Negotiations
Financing International Operations
  
 
 
Financing International Operations  
 

Evaluation scale

H-5

Objective

The student deepens his/her knowledge in different kinds of insurance e.g. third party insurance ( liability) and insurance of property. The students know the social security system as a whole and how it operates. In service situations they can guide and advise customers.

Content

Property and Liability Insurance
Personal Insurance

Evaluation scale

H-5

Objective

The student is able:
- to apply the theories of personal selling and sales process in practical sales conversations

- to execute the different stages of the sales conversation from the opening to the closing of the sale

- to formulate a solution to the customer based on the needs identification

- to use interaction skills appropriate to the sales situation

- to plan a manuscript and to execute it

Content

- Customer and product knowledge

- Practical training of the sales conversation stages

- Buyer-seller role-plays

- Sales conversations

- Coaching and sparring

Evaluation scale

H-5

Objective

Student:
- can define rules regulating real estate field
- can explain the rights and responsibilities of different parties in purchase of real estate.
- can act in real estate field.

Content

laws coverning real estate field

Evaluation scale

H-5

Objective

The students learn critical use of theoretical and methodological sources in their own field of study and get used to write about their own field of study. Students can draft a viable plan for their Bachelor’s thesis and start it.

Evaluation scale

H-5

Objective

The student creates an overall picture of the managerial tasks and is able to take responsibility for a team. He/she can analyze and interpret the behavior of individuals and groups, and is able to act in a constructive manner within a work community and to assess the impact of his/her own behavior on it. The student internalizes the idea of constant development as a tool for developing the whole organization and the well-being of a work community.

Content

Managerial and subordinate competence
Motivation and competence development
Well-being of a work community
Change in organizations

Evaluation scale

H-5

Objective

After completing the course the student is able to:
- apply the theories of personal selling and sales process in practical sales conversations
- execute the different stages of the sales conversation from the opening to the closing of the sale
- propose a solution to the customer based on a needs identification
- use interpersonal skills required in a sales situation
- utilise the data collected in sales negotiation situation to develop own negotiation skills
- plan a manuscript and to execute it in the sales competition
-to be able to take customer needs into account when planning and implementing a project.

Content

- Customer and product knowledge
- Practical training of the sales conversation stages
- Buyer-seller role-plays
- Video and data analysis of sales conversations
- Coaching and sparring
-Customer project implementation

Content scheduling

- Customer and product knowledge
- Practical training of the sales conversation stages
- Buyer-seller role-plays
- Video and data analysis of sales conversations
- Coaching and sparring
-Customer project implementation

Evaluation scale

H-5

Objective

Upon completion of this course, the students will be able to:

• recall the main terminology in responsible business, risk management and foreshadowing
• relate to the importance of Corporate Social Responsibility in tourism, wellness, and leisure businesses
• analyze, plan, and implement responsible tourism and hospitality practices as well as related marketing communication

Content

• Introduction to responsible business operations
• Risk management and foreshadowing
• Communication of corporate social responsibility
• Application of responsible business dimensions at company and destination level

Materials

Materials at itslearning, the knowledge base found by the student and:

Amadae, S. M., Harju, M., Jumite, R., Kortelainen, J., Laine, M., Sood, S., & Sorri, S. (2023). Sustainable Consumption: Political Economy of Sustainable Food.

Dyllick, T., & Muff, K. (2016). Clarifying the meaning of sustainable business: Introducing a typology from business-as-usual to true business sustainability. Organization & environment, 29(2), 156-174.

Helminen, J. (2023) Järjestä hiiliviisas tapahtuma. Posintra
Kestävän Matkailijan Opas Helsinkiin (2024). Helsinki https://www.hel.fi/static/kanslia/elo/Kestavan_matkailijan_opas_Helsinkiin_FIN.pdf

Scandic Guidelines to Sustainable Procurement (2018). Scandic Hotels

Sorakunnas, E., Räikkönen, J., Konu, H., Grénman, M., & Tyrväinen, L. (2024). Biodiversity, leadership, and resilience in a national sustainable tourism program. Scandinavian Journal of Hospitality and Tourism, 1-19.

Wong, A. K. F., Kim, S. S., Lee, S., & Oh, M. (2023). Assessing the performance of corporate social responsibility (CSR): Impact range-performance analysis and impact-asymmetry analysis. Tourism Management Perspectives, 49, 101177.

Teaching methods

In this course we have both face-to-face teaching and independent work in a group but also on your own. The course will also include one or more expert visitors and we will try to make one visit to a company promoting sustainable development in the tourism sector in the Turku area. The student will be expected to acquire the knowledge base by reading also more demanding research and other material needed for the course.

Exam schedules

There is no exam

International connections

The pedagogical approach of Turku University of Applied Sciences is called innovation pedagogy or Innopeda for short. It is a learning approach based on experimentation, sharing knowledge and expertise and combining different perspectives. Innovation pedagogy is based on workplace orientation and collaboration, internationalisation, entrepreneurship and systems thinking.

You will need not only the core skills you have learnt, but also the innovation skills needed in all areas of business. You will also be expected to be creative and proactive, but also to think critically and work in teams and networks. You will actively practice all of these competences, but with a different emphasis on each course, throughout your studies.

For more information on Innopeda, visit https://innopeda.turkuamk.fi/

Completion alternatives

None

Student workload

5ects = 135hrs of student work as follows:
*7 x 4h+ 8hrs= 36hrs of work at Campus
*99hrs independent / group work onsite/online

Content scheduling

4th pediod, weeks 43 -50

Further information

itslearning and email

Evaluation scale

H-5

Assessment methods and criteria

The course has two assessable outcomes:
1) Group work, which is 40% of the total and is assessed as fail - 5.
2) Individual assignment with a weighting of 60% of the total and a fail - 5

In addition, a final self- and peer-assessment will be carried out.

Assessment criteria, fail (0)

Assignments undone and/or incomplete, (also returned after the deadline may result in failed mark)

Assessment criteria, satisfactory (1-2)

Satisfactory, T1
The group of students make limited use of the knowledge base. The end result is not technically sound (e.g. incomplete citations, presentation confusing)

In individual work the output is mainly based on fragmented work, not on a planned and reasoned application of the relevant knowledge base. The end result is not technically sound (e.g. incomplete citations).

Assessment criteria, good (3-4)

Good, H3
The group of students work in a proactive and coordinated way towards the objectives of the assignment and the course, and is able to share knowledge within the group. The group makes good use of the relevant knowledge base. Some technical errors (e.g. in citations)

In individual work, the student has set objectives in line with the assignment and the curriculum, but does not fully achieve them. The output is mainly based on a reasoned application of the relevant knowledge base. Its value for learning is good. Some technical errors (e.g. in citations)

Assessment criteria, excellent (5)

Excellent, K5
The group of students work in an active and coordinated way, in dialogue with each other, drawing on each other's expertise. The knowledge base is broad and is applied successfully and in a well-argued manner. Sources are relevant to the objectives. The final result is also technically sound (e.g. references).

In individual work, the student has set curriculum objectives and fully achieves them. The output is based on a reasoned application of the relevant knowledge base. Its value for learning is considerable. The final result is also technically sound (e.g. references).

Objective

After completing the course the student can:
- describe the principles of project team operation and project control
- solve problems related to project implementation
- apply his/her knowledge to achieve project goals
- document the project

Evaluation scale

H-5

Objective

Students can report on their Bachelor’s thesis flawlessly both orally and in writing.
Students have to pass The Maturity Test.
Students have to write Publication concerning Thesis Subject

Evaluation scale

H-5

Objective

Having completed the course the student is able to:
-understand the business model of the client company
-listen to the customer and suggest solutions that create value in sales and marketing
-develop and improve sales and marketing together with the client.

Evaluation scale

H-5

Objective

Student
- recognizes various communication types in the sales process: marketing communication, telephone contacting, face-to-face negotiations and written sales communication
- knows her or his own communication styles and preferences

Evaluation scale

H-5

Objective

The student is able:
- to explain the role of personal selling and how professional salespeople are behaving
- to execute the different stages of the sales process in an effective and customer-oriented way
- to analyze buying behavior and buying processes
- to use appropriate sales models and sales skills in different sales situations and during the different stages of the relationship
- to create long-term customer relationships in B2B context from the value creation perspective

Content

sales process

Evaluation scale

H-5

Objective

Students active listening, debating and negotiation skills will develop.

After completing the course student can
- understand all steps of Business Negotiations preparation, execution and evaluation.
- handle basic Business Negotiations in an international environment.

Content

- Practice of skillsets in real or simulated Business Negotiations to develop related competences.
- Relevant theory, case studies, role-plays, exercises, group work and possibly Business Negotiations Competition.

Materials

Articles, podcasts, and webinars announced during class

Teaching methods

The learning methods of the course consist of practical role-playing exercises, case exercises & participation in the negotiation competition. Moreover, some practical working-life related exercises or group works may be done during the course.

The coaching is mainly based on the European Sales Competition Manual.

Exam schedules

The course cannot be retaken; it must be completed by participating in the course and fulfilling its requirements.

International connections

Theory sessions in class
Role-playing exercises
Case exercises
Participating to the competition
Course book, current articles, podcasts, and webinars on sales
Cooperation with companies

Completion alternatives

No.

Student workload

Participation in exercises during class: 30%
Participation in measurements in Customer Behavour Lab: 10 %
Participation to the negotiation competition: 30%
Completion of course assignments: 30 %

A minimum participation rate of 50% is required. Participation to the negotiation competition is required for passing the course.

Content scheduling

The course consists of negotiation coaching sessions (online and onsite) & participation to the competition.

Further information

Relevant information and materials related to the course will be shared in the ItsLearning learning environment. The teaching takes place at the Kupittaa campus and in online-environment (e.g. Teams).

Evaluation scale

H-5

Assessment methods and criteria

Participation in exercises during class: 30%
Participation in measurements in Customer Behavour Lab: 10 %
Participation to the negotiation competition: 30%
Completion of course assignments: 30 %

A minimum participation rate of 50% is required. Participation to the competition is required for passing the course.

Assessment criteria, fail (0)

Failure to participate in exercises and the competition
Participation rate below 50%

Assessment criteria, satisfactory (1-2)

Participation in sessions & exercises
Completion of the case assignment(s) and other assignments at a satisfactory level
Participation to the competition

Assessment criteria, good (3-4)

Active participation in sessions & exercises
Completion of the case & other assignments at a good level
Participation to the competition

Assessment criteria, excellent (5)

Active participation and demonstration of excellent skills in sessions & exercises
Excellent participation rate
Completion of the case & other assignments at an excellent level
Participation to the competition
Final placement in the competition

Objective

In the Customer Relationship Management (CRM), successful acquisition and retention of profitable customers, integrative channel and partnership management, and analytical data management are among the most essential topics. Students can use calculation methods which are related to business to business sales and are able to do a pricing model for a product or service.

Content

- CRM
- Pricing
- Calculation models
- Calculation methods   
 

Evaluation scale

H-5

Objective

The students learn to understand the fundamental structures of banking. They become acquainted with  banking business environment and its changes. They know the services offered by banks as well as their operation methods and ways to compete. The course emphasises the factors which make banking profitable.

Content

Banking business environmentBanks and financing Payment systems and  instrumentsProperty management serviceFinances and profitability of banksPersonnel management in banksMarketing and ways to competeBanking as the market place 

Evaluation scale

H-5

Objective

The student can:
- recognize various risks
- give examples how to manage them

- advice customers in insurance matters

- act in insurance sector

Content

Risk management
Insurance companies
Insurances

Evaluation scale

H-5

Objective

Students become acquainted with financial services´ business environment and work there. They can interpret the basic phenomena within the economy and the factors affecting them. They also know career opportunities in financial services.

Content

financial business environment
jobs in financial sector
professional identity
economy

Evaluation scale

H-5

Objective

Having completed the course, the student is able to:
apply customer oriented thinking, develop profitable customer relationships and
use customer-oriented practices in service

Content

customer service
customer experience

Evaluation scale

H-5

Objective

The student can:
- interpret financial reports

Content

Financial Reports

Evaluation scale

H-5

Objective

  
Students are able to compare different investment options and general financial market trends and can explain the activity in general. Students learn to identify investment targets and market-related risks. Students learn to classify the individual investment opportunity. Students are able to apply basic risk diversification and portfolio management, as well as be able to find an appropriate investment target for an investor.  

Content

- Financial Markets and Investment
- The Value of Money and Investment
- The Risk Profiles, Risk and Risk management
- Investment instruments
- Hedging and Investment portfolios  
 
 

Location and time

Sepänkatu 3.9.- 31.12.2018

Materials

The electronic material provided by the lecturer in IT´s and the literature agreed upon at the beginning of studies, as well as the APV 1 material as applicable.

Teaching methods

Learning takes place through applied problem-based learning, in which the theoretical part is applied in practice through various news, assignments, exercises and case materials.

Employer connections

During implementation, some of the content may be linked to a project related to an outsourcer or an internal partner's assignment, project, or other project content.

Exam schedules

Agreed with the learners at the beginning of the implementation.

International connections

In the teaching, innovation pedagogy is applied, which is applied during lectures and exercises, as well as in assignments. The focus is on practical activities derived from the central theoretical material. The content of the implementation is actively linked to news and events at the time of implementation. Active connection to the general economic situation at the time of implementation and reported economic information is used to support the theoretical material of the teaching.

Completion alternatives

*

Student workload

Exercises, essay, exam and Case. The student's total workload is 5 credits. about 135 hours. Most of the assignments are given as oral assignments in connection with the lectures and the theoretical topic, and they are not repeated by the lecturer. The goal of oral assignments is to simulate normal working life and assignments given by internal or external customers of the organization. Assignments typically include the theoretical material presented in the lectures, which is connected to current news or events in the teaching.

Content scheduling

Financial markets and investment
Value of money and investment
Risk profiles, risk and risk management
Investment Instruments
Diversification and investment portfolios

Further information

A possible investment-related familiarization trip to Helsinki.

Evaluation scale

H-5

Assessment methods and criteria

Exercises, case and participation in work 60%. Exam 40%. Can be agreed on more detailed at the beginning of the lectures.

Assessment criteria, fail (0)

Not doing exercises and/or working and exercises less than 50% of the total score. Exam performance below 50% of the total score and/or possible cross- and peer evaluation for group assignments is acceptable.

Assessment criteria, satisfactory (1-2)

All exercises completed and participation in work can be evaluated for tasks that require participation. With regard to group assignments, possible cross- and peer evaluation is carried out acceptably. Exercises All tasks and Case(s) done and returned. The total score of assignments and Case 50% - 65% of the total score.

Assessment criteria, good (3-4)

All exercises completed and participation in work can be evaluated for tasks that require participation. With regard to group assignments, possible cross- and peer evaluation is carried out acceptably. All tasks and Case(s) done and returned. The total score for assignments and Case 66% - 85% of the total score.

Assessment criteria, excellent (5)

All exercises completed and participation in work can be evaluated for tasks that require participation. Regarding group assignments, possible cross- and peer evaluation is carried out acceptably. All tasks and Case(s) done and returned. The total score of the assignments and Case is more than 85% of the total score.

Objective

The objective of the Federation of Finnish Financial Services is to improve the public trust in investment service operations by ensuring that the employees of companies in the financial industry have adequate knowledge and professional skills to take care of their duties .The Federation of Finnish Financial Services recommends that all member companies' employees who work in customer service roles related to investment services complete the authorized qualification and that they have the skills as specified in these rules to perform their duties.

Content

- adequate knowledge and professional skills in financial services
- independent studies

Evaluation scale

H-5

Objective

The student is able:
• to execute sales management
• to analyze problems related to sales management and to make decisions
• to organize sales functions, tasks and responsibilities
• to lead and train salespeople
• to evaluate and develop salespeople and sales functions

Content

• Alignment of the sales strategies with company and marketing strategies
• Organizing sales functions and sales channels
• Leading sales force
• Recruiting, rewarding and motivating sales force
• Training and developing sales skills
• Managing ethical issues related to selling
• Target setting and pipeline management
• Evaluating performance of the salespeople

Evaluation scale

H-5

Objective

Having completed the course the student
- finds out different solution options to complex business cases
- is able to evaluate options compared to objectives set for the solution
- is able to choose and justify the best solution

Evaluation scale

H-5

Objective

Having completed the course the student
- understands global economical trends, business economics ans organization's key performance indicators
- perceives effects of sales operations in organization's economics
- is able to manage sales budgeting.

Teaching methods

Lectures
Group working
Reading and YouTube
Teams
Workshops
ITS-learning pages
Presentations

International connections

Experiential learning, inquiry-based, case studies, collaborative, reflective, constructivism, and integrative

Completion alternatives

None

Student workload

student workload = 133hrs

Content scheduling

after completing the course, the student?
- understands global economical trends, business economics and organization's key performance indicators?
- is familiar with different levels of forecasting ?
- knows how to manage sales budgeting?

- knows quantitative and qualitative measures of evaluating sales force?

- understands the essence of motivating, compensating and training salespeople?

Further information

Will be announced in class.

Evaluation scale

H-5

Assessment methods and criteria

Max number of points = 100 points divided as follows?

?

Case study on budgeting, motivating salespeople and key performance indicators 60 %?

Written report + oral presentation + reviewing another team?

Real company case: Motivating and rewarding sales personnel 40 %.?

Interviews with companies, sharing the results with the peers in the class?

Activity during classes and reading circles may upgrade the max points by 1-10 points?

40-59 points = 1?

60-69 points = 2?

70- 79 points = 3?

80-89 points = 4 ?

90-100 points = 5?

Assessment criteria, fail (0)

The student show very limited knowledge and understanding of the main areas of the course as well as inability to grasp fundamental concepts and inability to apply the concepts to the case studies/assignments. Zero or insignificant contribution in completion of team assignments. Student show very little ability to gather and interpret relevant data to come to informed judgments that include reflection about what is asked for the assignments. The student has difficulties in communicating his/her ideas to others. Several parts of the text are unclear.

Assessment criteria, satisfactory (1-2)

The student demonstrates limited knowledge and understanding of the main areas of the course. The student shows difficulties in applying his/her knowledge and understanding of the content. Basic understanding of economical issues in sales, and limited ability and apply knowledge into the case studies/assignments. The student has difficulties in communicating his/her ideas to others. Some parts of the text are unclear

Assessment criteria, good (3-4)

Good understanding of key economical issues, and able to demonstrate how to apply theoretical knowledge into the case studies/assignments. The student demonstrates good ability to gather and interpret relevant data to inform judgments that include reflection about what is asked for the assignments. The student is able to communicate his/her ideas to others. Important parts of the text are clear and well written.

Assessment criteria, excellent (5)

Excellent understanding of key economical aspects, and able to demonstrate, apply theoretical knowledge into practice with valuable findings. The student ability to gather and interpret relevant data is consistent throughout the course duration. The student is able to communicate clearly his/her ideas to others in a professional way. Most of the text is clear and well written.

Objective

The student is able:                                                                                 
- to use the CRM software
- to evaluate how CRM systems are connected in company's enterprise resource planning systems
- to make proposals for the development of information systems
- to use constantly changing software
- to judge the need for continuous learning of software 

Content

CRM software as a sales support
CRM system as part of the ERP system
Case 
 

Evaluation scale

H-5

Objective

Upon completion of this course, the students is able to
- distinguish between strategic management and operational management decisions
- distinguish between leadership and management approach at company and destination level
- recognize the role of HR, use of technologies, competence development, and occupational wellness in tourism and hospitality industry
- explain the importance of soft skills in work community and customer contacts

Content

- Leadership and developing employee competencies and occupational wellness
- Adaptability, problem solving, conflict resolution and teamwork
- Standardized processes, service standards and technology in customer encounters

Materials

Dessler, Gary (2019). Human Resource Management, 16th edition, Harlow: Pearson Education.
OR
Dessler, Gary (2017). Human Resource Management, 15th edition, Harlow: Pearson Education. (available online in FINNA)

Johnston, Clark and Shulver. 2012. Service Operations Management. Improving Service Delivery. 4th edit. Pearson. e-book, available online in FINNA. Chapters:

And additional reading materials in Itslearning

Teaching methods

Flipped Learning, learning circles, case studies

Exam schedules

There is no exam for this course.

International connections

The student studies most of the concepts at home (individual assignments and team assignment). Important parts of the contact sessions are used to work on case studies.

Completion alternatives

Make sure to contact the teachers within August about it. To be agreed with the teachers before the course starts.

Student workload

Contact lessons: 25h
Studying reading materials ~ 30/50h
Working on assignments and peer reviews ~ 40-60h

Content scheduling

Strategic Management and HRM in Service Industries
Leadership versus management on operational level
Employees' competence development
Recruiting and Orientation of new employees
Use of Technology in Services Encounter

Further information

Attendance in class is compulsory as there are case studies and workshops in class.

Evaluation scale

H-5

Assessment methods and criteria

All the components (individual assignments, peer reviews…) of this course will be graded as follows:
Fail (0pts)
Pass / accepted (1pts)
Good (2pts)
Excellent (3pts)
Peer review: Narrow and limited (1 pts), Content commented well (2 pts).
Points maximum:
• 2 individual assignments: 6 points maximum
• 2 peers reviews: 4 points maximum
• 1 team assignment (Poster -presentation): 3 points maximum
The points translate as follow for the final grade:
• 12 - 13 points = grade 5
• 10 - 11 points = grade 4
• 8 - 9 points = grade 3
• 7 points = grade 2
• 6 points = grade 1
• 5 points and below = fail
OBS: The two individual assignments and the team assignment are compulsory to be able to pass the course. Missing a peer review is not disqualifying, it only affects negatively the final grade.

Assessment criteria, fail (0)

The student has demonstrated very limited knowledge and understanding of the main areas of the course. The student shows difficulties in applying his/her knowledge and understanding of the course content. The student demonstrates very little ability to gather and interpret relevant data to inform judgments that include reflection about what is asked for the assignments. The student has difficulties in communicating his/her ideas to others. Several parts of the text or presentation are unclear.

Assessment criteria, satisfactory (1-2)

The student has demonstrated limited knowledge and understanding of the main areas of the course. The student shows some difficulties in applying his/her knowledge and understanding of the course content. The student demonstrates little ability to gather and interpret relevant data to inform judgments that include reflection about what is asked for the assignments. The student has difficulties in communicating his/her ideas to others. Some parts of the text or presentation are unclear.

Assessment criteria, excellent (5)

The student has demonstrated very good knowledge and understanding of the main areas of the course. The student shows s/he can apply his/her knowledge and understanding of the course content. The student demonstrates very good ability to gather and interpret relevant data to inform judgments that include reflection about what is asked for the assignments. The student is able to communicate clearly his/her ideas to others in a professional way. Most of the text is clear and well written.

Evaluation scale

H-5

Objective

Student
- knows the strengths and weaknesses of different structures and practices of organizations
- understands the impact of organizational culture of feeling and atmosphere at the workplace
- can identify the differences of people in the workplace as a resource
- can cope with typical problems of the working community
- is familiar with basic principles in working as a team leader or as a supervisor of a work group
- is able to use methods of project management in team work tasks

Materials

Management and Organisational Behaviour; Mullins & Rees, 2023 (linked to in Itslearning)

Articles, web links, videos, podcasts to be available in ITS

Teaching methods

Contact teaching, group works, independent studying, reports, presentations, discussions

International connections

The course is based on working life situations, interaction and presentations. 4 presentations in Finnish, 1 presentation in Swedish, 1 presentation in English. The course requires active attendance (>70%) and participation in group work throughout the course

Use of AI: AI tools, such as language models, may be used to perform tasks, for example to retrieve information and generate initial guidelines for solutions. In line with the principles of responsible use of AI, we require the following:

Own outputs and understanding: each student is responsible for all the content he/she writes. Students must ensure that they understand and can explain the content and context of their output.
Role of AI: The use of AI is allowed for data mining and generating initial ideas, but the solutions and analyses themselves must be developed and refined using the student's own ideas and insights. The content provided by AI should not be the student's decisive input, but rather a tool.

Processing and reasoning: students must be able to justify and give reasons for the processing of case studies and the conclusions and solutions proposed. This includes an explanation of how the information provided by the AI tools was used and what own thought processes were used to reach the final results.

In reflecting on individual assignments, teachers may ask follow-up questions, written or oral, to assess students' understanding and ability to justify their own work.

Honesty and use of sources: all sources and AI outputs used must be properly referenced. Plagiarism and unethical use of AI tools are not permitted. Students must also follow the institution's ethical guidelines and rules regarding the use of AI and academic integrity.

Completion alternatives

If you have many years of work experience, related to all dimensions named in the implementation plan, including work in a managerial role, you have the option to show that you already have acquired the competences.

Step 1: Submit an application describing your activities and experience, in relation to the course objectives (implementation plan). Submit your application to one of the tutors by 6 September.

Step 2: If your application is accepted, prepare to complete your personal coursework by 15 September. You will receive more detailed instructions from your teachers.

Student workload

Course unit: 5 ECTS = 135h

Self-studying (team work preparation and finalisation, essay): 110h
Weekly teaching: 7 x 2h = 14h
Team presentations: 6 x 2h = 12h

Content scheduling

Course Outline:
week 36: Work Community and Organizational behavior
Week 37: Individual Differences and Personality
Week 38: Group Dynamics and Teamwork
Week 39: Leadership in the 21st century
Week 40: Conflict resolution and negotiation
Week 41: Organizational Culture and climate
Week 42: Autumn Break
Week 43: Well-being at work

Further information

Contact to teachers by e-mail only

Evaluation scale

H-5

Assessment methods and criteria

The group presentations and group diaries of this course will be graded as follow:
Fail (0pts)
Pass / Good (1pts)
Very good / Excellent (2pts)
6 group presentations: 12 points maximum
6 group diaries: 12 points maximum
50% of final course grade
24-21: 5
20-19:4
18-17:3
16-15:2
14-12:1
Below 12 points: 0

Grade from 0 to 5
2 tests on ITS: 10% each
Individual essay: 30% (student gets 1 extra point if the essay is written in English or Swedish- meaning that a student who gets a 5 will receive a 6)

Assessment criteria, fail (0)

The student has demonstrated very limited knowledge and understanding of the main areas of the course. The student shows difficulties in applying his/her knowledge and understanding of the course content. The student demonstrates very little ability to gather and interpret relevant data to inform judgments that include reflection about what is asked for the assignments. The student has difficulties in communicating his/her ideas to others. Several parts of the text are unclear.

Assessment criteria, satisfactory (1-2)

The student has demonstrated limited knowledge and understanding of the main areas of the course. The student shows some difficulties in applying his/her knowledge and understanding of the course content. The student demonstrates little ability to gather and interpret relevant data to inform judgments that include reflection about what is asked for the assignments. The student has difficulties in communicating his/her ideas to others.

Assessment criteria, good (3-4)

The student has demonstrated good knowledge and understanding of the main areas of the course. The student shows s/he can apply his/her knowledge and understanding of the course content. The student demonstrates good ability to gather and interpret relevant data to inform judgments that include reflection about what is asked for the assignments. The student is able to communicate his/her ideas to others.

Assessment criteria, excellent (5)

The student has demonstrated very good knowledge and understanding of the main areas of the course. The student shows s/he can apply his/her knowledge and understanding of the course content. The student demonstrates very good ability to gather and interpret relevant data to inform judgments that include reflection about what is asked for the assignments. The student is able to communicate clearly his/her ideas to others in a professional way.