Sales and marketing of sports and buying sportsLaajuus (10 cr)
Code: KH00BP57
Credits
10 op
Objective
The student is able
- to explain the role of personal selling in sport organization 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 from the value creation perspective
- to use the basic marketing concepts
- to define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and act customer-oriented
- to recognize modern marketing communication aspects.
Content
- sales process
- methods to acquire customer understanding
- factors affecting customer experience, value creation
- preparing for sales and customer service situations
- stages of the sales process
- marketing communication
Enrollment
02.12.2023 - 31.12.2023
Timing
01.01.2024 - 31.07.2024
Number of ECTS credits allocated
10 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Lemminkäisenkatu
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Business
Teachers
- Jaakko Haltia
- Arto Kuuluvainen
Groups
-
DUSVAS23
Objective
The student is able
- to explain the role of personal selling in sport organization 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 from the value creation perspective
- to use the basic marketing concepts
- to define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and act customer-oriented
- to recognize modern marketing communication aspects.
Content
- sales process
- methods to acquire customer understanding
- factors affecting customer experience, value creation
- preparing for sales and customer service situations
- stages of the sales process
- marketing communication
Evaluation scale
H-5
Enrollment
02.12.2022 - 31.12.2022
Timing
01.01.2023 - 31.07.2023
Number of ECTS credits allocated
10 op
Virtual portion
2 op
RDI portion
10 op
Mode of delivery
80 % Contact teaching, 20 % Distance learning
Unit
Engineering and Business
Campus
Lemminkäisenkatu
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Business
Teachers
- Jaakko Haltia
- Arto Kuuluvainen
Groups
-
DUSVAS22
Objective
The student is able
- to explain the role of personal selling in sport organization 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 from the value creation perspective
- to use the basic marketing concepts
- to define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and act customer-oriented
- to recognize modern marketing communication aspects.
Content
- sales process
- methods to acquire customer understanding
- factors affecting customer experience, value creation
- preparing for sales and customer service situations
- stages of the sales process
- marketing communication
Evaluation scale
H-5
Enrollment
14.03.2022 - 13.05.2022
Timing
19.05.2022 - 18.08.2022
Number of ECTS credits allocated
5 op
Virtual portion
5 op
Mode of delivery
Distance learning
Campus
Location-independent
Teaching languages
- Finnish
Seats
15 - 40
Degree programmes
- Degree Programme in Business
Teachers
- Jaakko Haltia
Groups
-
VAVA2122
Objective
The student is able
- to explain the role of personal selling in sport organization 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 from the value creation perspective
- to use the basic marketing concepts
- to define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and act customer-oriented
- to recognize modern marketing communication aspects.
Content
- sales process
- methods to acquire customer understanding
- factors affecting customer experience, value creation
- preparing for sales and customer service situations
- stages of the sales process
- marketing communication
Evaluation scale
H-5
Enrollment
02.12.2021 - 31.12.2021
Timing
01.01.2022 - 31.07.2022
Number of ECTS credits allocated
10 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Business
Teachers
- Jaakko Haltia
Groups
-
DUSVAS21
Objective
The student is able
- to explain the role of personal selling in sport organization 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 from the value creation perspective
- to use the basic marketing concepts
- to define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and act customer-oriented
- to recognize modern marketing communication aspects.
Content
- sales process
- methods to acquire customer understanding
- factors affecting customer experience, value creation
- preparing for sales and customer service situations
- stages of the sales process
- marketing communication
Evaluation scale
H-5