CRM and ERP for SalesLaajuus (5 cr)

Learning objectives

The student understands the role of enterprise resource planning (ERP) and customer relationship management (CRM) software in sales and business.
The student has command of key ERP and CRM concepts and makes use of basic business processes.
The student has command of the accumulated data in ERP and CRM software and how it helps in measuring and developing the success of sales and business.
The student can depict business processes using a process modelling program.

Contents

Completing order-to-cash, procure-to-pay and manufacturing business processing with ERP software
Entry & update of leads, opportunities, quotes, and orders in a CRM system
Sales pipeline and sales process in CRM
Depicting business processes with a process modelling tool

Starting level and linkage with other courses

The course is part of Sales and Account Management orientation (Haaga-Helia Bachelor of Business Administration).

It is recommended to study the "Entrepreneurship and Business Operations" and "Customer Experience and Sales" courses prior to "CRM and ERP for Sales" or otherwise acquire the knowledge provided in these courses. The course, however, can also be studied as an independent entity.

Implementation methods, demonstration and Work&Study

Contact learning, group work, individual assignments, exam.
Implementations are either in class, or virtual.

Demonstration (RPL): If you already have command of the course contents, you can demonstrate your competence. Ask the course teacher for more information. For more information on Recognition of Prior Learning: https://www.haaga-helia.fi/en/recognition-learning

Assessment criteria - grade 1

When the implementation type of the course is CONTACT, ONLINE or BLENDED it is required that the student is present during those teaching hours that are marked in the study schedule. If you are absent more than 25 %, your grade will be lowered by one. If you are absent more than 50 %, the course is failed.

The student understands the role of enterprise resource planning (ERP) and customer relationship management (CRM) software in sales.
The student can satisfactorily depict business processes.

Assessment criteria - grade 3

The student has command of key ERP and CRM concepts and processes from sales view.
The student can use basic functionalities of ERP and CRM software.
The student can depict business processes using process modelling tool.

Assessment criteria - grade 5

The student has command of key ERP and CRM concepts and processes in sales, sales management and business in general.
The student has command of the accumulated data in ERP and CRM software and how it helps in measuring and developing the success of sales and business.
The student has a solid grasp of software functionalities in sales.

Learning materials

Available on course site/Moodle.