Sales and marketing (5 cr)

Evaluation scale

H-5

Content scheduling

Student
- knows how to use the basic concepts of sales and marketing
- can identify factors behind purchasing behavior and factors that generate value for the customer
- can describe the stages of the sales process and act customer-oriented
- outlines the role of sales and marketing in the organization's business

- 2h lecture for the entire course once a week
- 2 hours of decomposing the outputs of small groups every week in small groups

Preliminary schedule. The week number is the sequence number of the work week of the course, not the calendar week. The course may be scheduled anywhere during the spring, the schedule planners decide. The dates in the Timing section may change as the schedules are completed.

Lectures: Group work:
1) Start. None
Product
2) PESTLE Presentation: Group product
3) Customer Presentation: PESTLE
4) Distribution Presentation: Customer
5) Pricing Presentation: Distribution
6) Communication Presentation: Pricing
7) Sales Presentation: Communication
8) Budget + plan Presentation: Sales
9) No lecture, guidance in writing the plan. Presentations of marketing campaigns
10) No lecture. Return of marketing plans to Its

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 groupworks

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

Further information

The course is implemented on campus. The classes marked in the reading schedule are contact teaching on campus, unless otherwise specifically instructed. Lessons or group work cannot be attended remotely and are not recorded. Student groups can also organize their own meetings online.

The course prepares a marketing campaign plan for the selected product. Each small group has a different product.

Each week there is a common lecture on one topic for everyone (See "Content and timing")
The following week, the small groups will present a part of this topic related to their own product (PowerPoint presentation, return to Its and presentation in group work class).
During the following week, the small groups write the corresponding chapter in their marketing plan (MS Word) based on the presentation and the comments received from it, and return it to Its.
At the end of the course, a final marketing plan is compiled from these plans and presented.