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Selling in the Digital Era (5 cr)

Code: KH00BN13-3002

General information


Enrollment

02.07.2019 - 30.11.2019

Timing

23.10.2019 - 18.12.2019

Number of ECTS credits allocated

5 op

Mode of delivery

Contact teaching

Unit

Engineering and Business

Campus

Salo IoT Campus

Teaching languages

  • Finnish

Seats

0 - 30

Degree programmes

  • Degree Programme in Business

Teachers

  • Sanna Vauranoja

Groups

  • PLIISS17LK

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