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

W. Chan Kim and Renee Mauborgne: Blue Ocean Strategy, Expanded Edition : How to Create Uncontested Market Space and Make the Competition Irrelevant.

Other course materials, teacher provides information in the beginning of course.

Materials provided by teacher.

Teaching methods

Active participation to contact lessons
Active participation to group work
Team working skills
Presentations
Analysis and writing a report
Individual assignments
Learning diary

Exam schedules

No exam

International connections

Learning in teams in interaction with others
Individual studying and information search
Self and peer evaluation

N.B. Attendance to onsite teaching is mandatory.

Completion alternatives

N/A

Student workload

- Contact lessons
- Learning circles & teamwork meetings
- Pre-assignment
- Group work
- Individual work

Altogether 135 hours of student work.

Content scheduling

The course begins with a pre-assignment, which has to be returned to Itslearning by 5th February. Teachers will send by e-mail detailed information about the pre-assignment in the beginning of January.

Onsite teaching begins on 6th February.

The course consists of:
- onsite teaching
- group work
- individual work.

Further information

Contact the teachers by email (sanna.merisalo@turkuamk.fi) & & Maria Välivirta Havia (maria.valivirtahavia@turkuamk.fi)

Evaluation scale

H-5

Assessment methods and criteria

Assessment is based on:

- Group assignment 50%
- Learning diary 25%
- Individual assignment 25%

All course assignments have to be completed by the end of the course in order to pass the course

N.B. Active/passive participation during classes can influence the course grade

The assessment criteria for each assignment can be found in Itslearning together with the assignment's instructions.

Assessment criteria, fail (0)

Student has not returned all the required assignments.
The returned assignments are incomplete, and do not meet the minimum requirements.
Argumentation is superficial and it is not based on sources.
The used language, structure, style and content of the assignments and group work is weak.
The student has not attended the required number of meetings.

Assessment criteria, satisfactory (1-2)

The assignments and group work present results, but there is a lack of knowledge and factual base. The outputs are superficial, and the argumentation is weak.
Used language, structure, style and content of the assignments and group work are moderate.
Student has used only a few sources.
Student has been present in the onsite teaching and meetings but has not participated actively.

Assessment criteria, good (3-4)

The student has a good understanding of the topics taught on the course, and this is shown in the assignments and group work. Argumentation is good and it is based on several sources. The used language, structure and style of the outputs is good, and the used sources are marked correctly. The outputs contain also student’s own views and conclusions.

Student has been present in the onsite teaching and meetings, and s/he has participated actively.

Assessment criteria, excellent (5)

The student has a profound understanding of the topics taught on the course, which is shown in the assignments and group work. Argumentation is very good and it is based on several sources. The presented reflections and student’s own views and conclusions are rich, comprehensive and consistent. The used language, structure and style of the outputs is excellent, and the used sources are marked correctly.
The student has been present in the onsite teaching and meetings, and s/he has participated actively presenting her/his own ideas