DGKA1002 Sales and buyer behavior in retailing (6 op)

Opinnon taso:
Aineopinnot
Arviointiasteikko:
0-5
Suorituskieli:
englanti, suomi
Vastuuorganisaatio:
Jyväskylän yliopiston kauppakorkeakoulu
Opetussuunnitelmakaudet:
2021-2022, 2022-2023, 2023-2024

Kuvaus

  • Characteristics and types of selling and sales management in retailing
  • Sales in business-to-business and business-to-consumer context
  • Market segmentation and marketing mix
  • Relationship between sales and marketing planning
  • Buyer behavior in business-to-business and business-to-consumer context
  • Sales settings Relationship management
  • Sales in international context

Osaamistavoitteet

Student will be able to:

  • Understand the implications of production, sales and marketing orientation in retailing.
  • Learn the differences between sales and marketing strategies.
  • Differentiate between objectives, strategies and tactics in retail business.
  • Assess and evaluate strategies for approaching consumer and organizational buyers.
  • Identify and compare sales techniques in retailing.
  • Analyze and interpret the different motivations of consumer and organizational buyers.
  • Recognize the importance of environmental and managerial impact on sales in retail business
  • Learn the principles of planning, budgeting and measurement in retailing.

Lisätietoja

Materiaalit englanniksi, opiskelija voi vastata tehtäviin suomeksi. Kurssi on osa Digitaalisen kaupan opintokokonaisuutta (https://kauppa.fi). Opintojakson järjestäjä on UEF. 

Pakolliset esitiedot

Oppimateriaalit

Academic articles and other materials provided by the teacher. Articles and other study material provided by the teacher.

Kirjallisuus

  • Jobber, D. & Lancaster, G. (2015). Selling and Sales Management (10th edition). Prentice Hall, Harlow

Suoritustavat

Tapa 1

Arviointiperusteet:
Independent online learning, written assignments and exam.
Valitaan kaikki merkityt osat
Suoritustapojen osat
x

Verkkokurssi (6 op)

Tyyppi:
Osallistuminen opetukseen
Arviointiasteikko:
0-5
Suorituskieli:
englanti, suomi

Opetus