Selling in the Digital Era (5 cr)
Code: KH00BN13-3001
General information
Enrollment
02.12.2019 - 29.02.2020
Timing
13.01.2020 - 30.05.2020
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Salo IoT Campus
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Business
Teachers
- Sanna Vauranoja
Groups
-
PLIISS19
Objective
Having completed the course the student
• recognises the changes in customer behavior and their influences on sales
• describes the development of sales from product sales to digital sales
• analyses the business of the customer organisation in solution selling
• describes the purchasing process of a customer and understands the importance of customer experience in touchpoints
• understands the importance of value co-creation
• plans goal-driven sales and follow up
Content
• Recognises the changes in customer behavior and their influences on sales
• Describes the development of sales from product sales to digital sales
• Analyses the business of the customer organisation in solution selling
• Describes the purchasing process of a customer and understands the importance of customer experience in touchpoints
• Understands the importance of value co-creation
• Plans goal-driven sales and follow up
Evaluation scale
H-5