Sales and marketing of sports and buying sports (10 cr)
Code: KH00BP57-3001
General information
- Enrollment
- 02.12.2019 - 31.01.2020
- Registration for the implementation has ended.
- Timing
- 01.01.2020 - 31.07.2020
- Implementation has ended.
- Number of ECTS credits allocated
- 10 cr
- Local portion
- 10 cr
- Mode of delivery
- Contact learning
- Campus
- Kupittaa Campus
- Teaching languages
- Finnish
- Seats
- 8 - 25
- Degree programmes
- Degree Programme in Business
- Teachers
- Olli-Pekka Lehtisalo
- Jaakko Haltia
- Course
- KH00BP57
Evaluation scale
H-5
Objective
The student is able
- to explain the role of personal selling in sport organization and how professional salespeople are behaving
- to execute the different stages of the sales process in an effective and customer-oriented way
- to analyze buying behavior and buying processes
- to use appropriate sales models and sales skills in different sales situations and during the different stages of the relationship
- to create long-term customer relationships from the value creation perspective
- to use the basic marketing concepts
- to define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and act customer-oriented
- to recognize modern marketing communication aspects.
Content
- sales process
- methods to acquire customer understanding
- factors affecting customer experience, value creation
- preparing for sales and customer service situations
- stages of the sales process
- marketing communication