Study Guide

Objective

Student is able to
- use basic terminology related to sales and marketing
- define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and use customer-oriented practices
- understand role of sales and marketing for the business

Materials

Philip T. Kotler & Gary Armstrong: Principles of Marketing. 17th Global Edition.
Bergström, Seija & Leppänen, Arja: Yrityksen asiakasmarkkinointi. Edita.
Books are used as background material.

Other is in the ItsLearning

Teaching methods

Independent study
Familiarity with literature and other material
Contact teaching and groupwork

Exam schedules

No exam, Assessment based on group performance

International connections

Independent studies, lectures, online exercies, group works, and project based learning.

Student workload

36 hours: lections and group presentations (2x2h/week)
63 hours: studying course materials and individual planning
36 hours: Study team work

Content scheduling

Student is able to
- use basic terminology related to sales and marketing
- define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and use customer-oriented practices
- understand role of sales and marketing for the business

- 2h for the whole course once a week
- 2h of group presentations in small groups on a weekly basis

Evaluation scale

H-5

Assessment methods and criteria

Each group work presentation is assessed on a scale of 0, 1-5
The weekly plans are evaluated as failed or accepted. All must be accepted.
The whole marketing plan (returned in the end of the course) is evaluated on a scale of 0, 1-5
The average of the evaluations of the presentations make 60% of the final grade
The whole marketing plan makes 40& of the final grade.

Assessment criteria, fail (0)

The work is completely incomplete or incorrect

Assessment criteria, satisfactory (1-2)

Things were dealt with in a concise, list-based way and did not fully care about the task
Contradiction and inconsistency
Totally incomplete reasoning

Assessment criteria, good (3-4)

The main content was raised somewhat well
Little or no irrelevant material
There is no noticeable personal reflection on things
There is little justification
Written work clear

Assessment criteria, excellent (5)

Important main content presented very comprehensively
The matter has been described and evaluated from several different points of view, making very extensive use of existing source material
Presented reflections, arguments, own views and conclusions in a very rich, comprehensive and consistent way
Written work very clear and logical