•   Customer Experience and Sales SAL001HH1AE-3052 13.01.2025-16.05.2025  5   (CONTACT, ...) +-
    Learning objectives
    After having completed this course or attained an equivalent competence level, the student:
    • is able to define sales processes and basic concepts
    • identifies customer needs and development targets
    • identifies and describes the stages of a sales process and can sell their own ideas
    • operates in a service-oriented manner and provides solutions to customer needs and understands the influence of culture in the sales process
    • is able to evaluate the factors influencing the customer experience, including ethics, sustainability and global megatrends.
    Starting level and linkage with other courses
    This class is part of the Haaga-Helia key competences.
    Contents
    This class is structured around the following themes:
    - The sales function, sales roles and responsibilities, B2C vs. B2B
    - Sales process and typical sales cycle
    - FAB-analysis
    - Customer Experience and purchase process
    - Key elements of a successful sales interaction
    Assessment criteria
    Assessment criteria - grade 1
    Student:
    • can define sales-related concepts and processes and name sales-related goals. Identifies internal and external customers.
    • can describe the stages of a sales encounter and the factors that affect the customer experience.
    Assessment criteria - grade 3
    Student:
    • can formulate goals related to sales and customer encounters.
    • can collect information related to the customer experience from various data sources and channels. Understands the importance of long-term and profitable customer relationships in business.
    • can act in a service-oriented and customer-oriented manner in a sales situation.
    • can also evaluate the factors influencing the customer experience from the perspective of sustainable development and culture.
    • can present their own ideas.
    Assessment criteria - grade 5
    Student:
    • can evaluate sales and customer interaction goals.
    • can analyse customer needs to develop customer experience.
    • can act purposefully in a sales situation and produce various solutions to customers’ needs.
    • can also evaluate the factors influencing the customer experience from the perspectives of ethics, sustainable development and global megatrends.
    • can present his/her own solutions professionally.
    Further information
    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.
    Teaching methods and instruction

    Inquiry learning:
    Peer-to-peer learning
    Online tutorials, lectures and workshops
    Company visits, commissioned projects
    Independent study and teamwork

    Learning material and recommended literature

    - Materials given out during the course
    - Armstrong, G., Kotler, P. & & Opresnik M.O.. Marketing: an introduction. 2020 (tai mahdollisimman tuore). Pearson.
    - Manning, Reese & Aherne. 2014 or later. Selling today. Pearson Education.

    Working life connections

    Company visits, sales professional interviews and case studies

    Campus

    Porvoo Campus

    Teaching language

    English

    Internationality

    In an international context and cohort

    Timing

    13.01.2025 - 16.05.2025

    Enrollment

    02.01.2025 - 10.01.2025

    Groups
    • CONTACT
    • ABE2PCAVI
    Teachers

    Yücel Ger

    Seats

    15 - 60

    Degree Programme

    AVIBBA Aviation Business

    R&D proportion

    0.00 cr

    Virtual proportion

    0.00 cr

    Evaluation scale

    H-5