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Opintojakson toteutussuunnitelma

 Palaa
GroupR31D17S/International Business (Rovaniemi)
Study unitR301DL15 International Sales Process Management and CRM, 5.00 ECTS credits, 133 h
PROFESSIONAL STUDIES
ImplementationPerustoteutus/18001
Unit
Time of implementationAutumn1/2018-2019, Autumn2/2018-2019
Responsible teacherKuisma Tuija
Other teachersKorkeakoski Marko
Status of implementationOngoing

Description status Ready
  
Language of instruction English
Starting and ending dates01.08.2018 - 31.12.2018
Minimum number of participants  
Maximum number of participants  
Enrolment period15.04.2018 - 15.05.2018
Implementation method
Virtuality 2 ECTS credits
R&D integration 1 ECTS credits
Resit dates of the exam
Koulutuksen aikataulu (www-linkki)
Description language English 
Objectives

Student knows the concepts and theory of CRM and can use the knowledge in practical sales situations in different international business environments. He/she knows the common functions of a CRM system and how to use it to organize and synchronize sales activities and marketing. He/she can choose marketing methods suited to the stage of the customer relationship lifecycle.

 
Assessment criteria

Satisfactory

Good

Excellent

Student understands the basic concepts and theory of CRM and can use the most common functions of CRM system with assistance. He/she can choose with assistance the marketing methods suited to the stage of customer relationship lifecycle. He/she knows the basic sales techniques.

Student understands well the main concepts and theory of CRM and can use the common functions of CRM system independently; and in addition apply the marketing methods well suited to the stage of the customer relationship lifecycle. He/she knows the basic sales techniques well.

The student has a good command of the main concepts and theory of CRM and can use the theory and CRM system in a beneficial way for business goals by applying the marketing methods and sales techniques best suited to the stage of the customer relationship lifecycle. The student recognizes the benefits of CRM system for business and sales processes and profitability.

 
Pedagogical arrangements

Lectures, exercises, assignments

Material

Can be found in the Moodle learning environment

Content
  • Common functions of a CRM system and how to use it to organize and synchronize sales activities and marketing.
  • Knowledge needed in practical sales situations.
  • Marketing methods suited to the stage of the customer relationship lifecycle.
Assessment
  • Self evaluation
  • Team evaluation - reflecting the work at the end of the project
  • Evaluation of the process
  • Evaluation of the final study assignment on the scale of 0-5

  • Asessment is based on the overall contribution during the process of the course, including skills, knowdledge and the quality level of the outcome of the project assignment(s). Additionally, business-like and responsible attitude and committment to the tasks at hand are taken into consideration in the overall assessment of the course.
 Palaa