Selling and Distribution (5cr)

Materials

Jobber, D. and Lancaster, G. 2019. Selling and Sales Management, Pearson. (e-book available)
Journal of Selling and Sales Management
Kotler, Philip, Bowen, John T., Makens, James C., Baloglu, Seyhmus. 2017 (and other editions) Marketing for tourism and hospitality. Pearson Education Limited.

Current materials provided by course tutors

Evaluation scale

0-5

International connections

Case examples on national and international perspectives

Completion alternatives

Individual studies, assignments and exam.

Further information

The assessment is based on learning objectives, quality and criteria. Self-evaluation by the student plays an important role in the learning process.

Exchange students 5

Employer connections

Guest speakers/lectures

Student workload

Lectures 45 hrs
Individual and group assignments 50 h
Exam and studying of literature 40 h
Total 135 hours

Assessment criteria, satisfactory (1)

Sufficient 1: The student demonstrates under guidance an understanding of the abovementioned learning objectives, but the application is found lacking.

Satisfactory 2: The student demonstrates under guidance an understanding of the abovementioned learning objectives. Application is satisfactory.

Assessment criteria, good (3)

Good 3: The student demonstrates a somewhat holistic and analytical understanding and ability to apply in terms of the learning objectives.

Very good 4: The student demonstrates a nearly holistic, critical and analytical understanding and ability to apply in terms of the learning objectives.

Assessment criteria, excellent (5)

Excellent 5: The student demonstrates a holistic, critical and analytical understanding and ability to apply in terms of the learning objectives.

Assessment criteria, approved/failed

If the student does not meet the minimum criteria set for the course, the grade is 0 (Fail).

Exam schedules

Two retake opportunities if the exam is failed

Teaching language

en

Teaching methods

Lectures & recorded lectures
Individual assignments
Group assignments
Guest speeches/lectures

Number of ECTS credits allocated

5

Qualifications

Student knows the basics of marketing, accounting and management.

Content

- key concepts of selling and distribution
- sales and buying process
- sales & customer relationship management
- tourism distribution actors
- distribution channels

Objective

The student understands the selling processes and sales management perspectives.
She/he can act responsibly in customer relationship management.
She/he can identify different distribution actors on tourism industry.
Student can evaluate customer-oriented and cost-efficient sales and distribution channels for a tourism company.