Sales and Marketing of Industrial Business and ServicesLaajuus (3 ECTS)

Objective

After taking the course the student has a modern view of marketing. The student knows the basic marketing concepts and tools. The student understands the importance of customer orientation for the company. The student can analyze the marketing environment and plan the marketing mix. The student understands the role of personal selling as a part of the company’s operations and managing customer relationships. The student has skills in technical selling and customer management.

Content

- Marketing environment influencing the company
- Services marketing
- Industrial marketing
- Marketing and competitive strategies
- Marketing mix
- Selling process and critical success factors
- Solution selling and customer management
- Communication and interaction skills

Assessment criteria, satisfactory (1)

The student understands the basic ideas of customer oriented business.

Assessment criteria, good (3)

The student has a deeper understanding of customer oriented sales and marketing.

Assessment criteria, excellent (5)

The student can show the impact of customer oriented marketing and sales on a profitable business. The student studies responsibly during the whole course.