Buying and Selling Process (5 cr)

Evaluation scale

H-5

Content scheduling

Learning Objectives
After completing the course, the student will be able to:

- Implement the different stages of the sales process in a customer-oriented manner.
- Analyze customer purchasing behavior and purchasing processes.
- Utilize CRM to support sales.

Objective

After completing the course, the student will be able to:
- implement the different stages of the sales process in a customer-oriented way.
- analyse the customer's buying behaviour and buying processes.
- use CRM as a sales support tool.

Content

- Stages of the buying and selling process
- CRM as a sales support tool
- Telemarketing basics
- Developing sales with the help of the company case study

Teaching methods

Classes, learning diary, group and individual work.

Exam schedules

No exam

Pedagogic approaches and sustainable development

Independent studies, classes, group work and project learning

Student workload

Presence
Project task
Pair work
Learning diary

Evaluation methods and criteria

Pair work 0 or 1-5
Project work 0 or 1-5
Learning diary accepted/rejected
Presence accepted/rejected

Failed (0)

Work is completely deficient or incorrect

Assessment criteria, satisfactory (1-2)

Things addressed briefly, in a list-like manner, and do not fully convey the task
Contradictions and inconsistency
Justifications completely insufficient

Assessment criteria, good (3-4)

The key content has been presented fairly well
Little or no irrelevant material
No noticeable personal reflection on the issues
Presented justifications to a limited extent
Written work is clear

Assessment criteria, excellent (5)

The key content has been presented extremely comprehensively
The topic has been described and evaluated from several different perspectives, with extensive use of existing source material
Presented reflections, justifications, personal views, and conclusions in a very abundant, comprehensive, and consistent manner
The written work is extremely clear and logical