YK00CN80 Sales and Buyer Behavior in Retailing (6 cr)
Cooperation network course
Network: Digital retailing and e-commerce studies
Available for: Master's students, Bachelor's students and Bachelor's and Master's students
This course is offered through the Network for Digital Commerce. These studies are available for bachelor's and master's degree students studying in the University of Jyväskylä.
Description
Fundamental elements of sales and sales management in international retail, contexts of B2B and B2C, market segmentation, roles of sales and marketing, consumer behavior and customer relationships, planning of sales and marketing
Learning outcomes
The student will
- Understand the role and significance of sales in international retailing.
- Understand the relationship between the marketing concept and sales strategy.
- Analyze sales objectives, strategies, and methods in international retailing.
- Understand the principles of planning, budgeting, and measurement in retailing.
- Can analyze the buying motives of consumer and organizational customers and evaluate the sales strategies designed for different segments.
- Identify and evaluate the impact of leadership and environmental factors on sales and sales management.
- Understand the principles and specific characteristics of international trade.
This course unit develops the following generic competences: critical thinking, internationality, and digitalization
Additional information
Language of instruction: Finnish or English