Sales and Creating Customer Relationships (5 cr)
Code: YL00CN97-3001
General information
Enrollment
15.08.2022 - 04.09.2022
Timing
03.10.2022 - 23.12.2022
Number of ECTS credits allocated
5 op
Virtual portion
5 op
Mode of delivery
Distance learning
Unit
Faculty of Business and Hospitality Management (LAB)
Campus
E-campus, Lappeenranta
Teaching languages
- Finnish
Seats
10 - 40
Degree programmes
- Master’s Degree Programme in Business Administration, Customer Oriented Business Development
Teachers
- Anu Kurvinen
Scheduling groups
- Verkkoluento 1 (Size: 0. Open UAS: 0.)
Groups
-
LLPRYASLI22KVAsiakassuuntautuneen liiketoiminnan kehittäminen (YAMK) 22KV Lappeenranta
Small groups
- Verkkoluento 1
Learning outcomes
Student
- is able to understand customer buying behaviour and its possible changes
- is able to recognize the factors of successful selling in the sales process
- is able to understand the value of customer relationships in the business development
Contents
Tavoitteellinen myyntiprosessi muuttuvassa toimintaympäristössä
Modernin myynnin elementit
Business-to-Business -myynti
Myynnin suunnittelu ja johtaminen
Asiakassuhteen rakentaminen
Asiakasarvonluonti
Asiakkuuksien johtaminen
Assessment scale
1-5