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Sales and buyer behavior in retailing, acad. year 2024 –25, online studies

Open university
smart for good
Credits:
6 ECTS credits
Location:
-
Continuous learning category:
Business and international collaboration
Teaching format:
Online teaching
Price:
120 € (VAT 0%)
Jatkuva oppiminen verkkosivut

Objectives

- understand the sales and marketing strategies, objectives, and tactics in retail business

- understand the principles of planning, budgeting and measurement in retailing

- evaluate strategies for approaching consumer and organizational buyers

- identify and compare sales techniques in international retailing

- analyze different motivations of consumer and organizational buyers

- recognize the importance of environmental and managerial impact on sales in retail business

- This course unit develops the following generic competences: critical thinking, internationality,

and digitalization

Online-course. 

Content

Fundamental elements of sales and sales management in international retail, contexts of B2B and B2C, market segmentation, roles of sales and marketing, consumer behavior and customer relationships, planning of sales and marketing

Study Materials

Jobber, D., Lancaster, G., & Le Meunier-FitzHugh, K. (2019). Selling and sales management  (Eleventh edition.). Harlow: Pearson. The online version of the course book can be found via UEF-Primo service.

Study Modes: Online-course. The course is conducted as a web-based course, consisting of independent study of the course themes. Course completion consists of an individual essay and an online exam based on the course book.

Alternative exam dates: 5.11.2024, 10.12.2024, 13.2.2025, 10.4.2025 and essay return no later than May 15, 2025

Teacher: Katariina Ylönen

Evaluation: 0-5, individual essay 40 %, final exam 60 %

Teaching Language: English

The course is intermediate level.

The course includes Intermediate Studies in Marketing and Retailing ( Markkinointi ja vähittäiskauppa) and the Studies on Digital Retailing and E-Commerce (Digitaalisen kaupan opintokokonaisuus, https://digitaalinenkauppa.fi/).


The study fee is 20 euros per ECTS credit for individual study unit. The study fee is paid at registration. 

By paying the study fee, the student receives a temporary right to study that entitles them to attend a particular course. The right to study is course-specific, and is required to complete the course as specified in the syllabus for the term, covering both teaching and course exams. If the course is continuously open for registration, the maximum time to complete the course is from 1 August to 31 July for that academic year.

Irrespective of time

Continuous registration 5.8.2024- 9.3.2025.

Alternative exam dates: 5.11.2024, 10.12.2024, 13.2.2025, 10.4.2025 and essay return no later than May 15, 2025

English

Register for studies

I Click the registration button on this page. You will be directed to our registration service with the study unit already selected. You can add several study units to your study cart before you continue. 

II Proceed to identify yourself using the Suomi.fi service, fill in your personal information to the registration form, confirm your registration and pay the study fees. If you cannot use the Suomi.fi service, please contact our training secretary, their information can be found below. 

Please note that the registration is binding. For more information on study fees and payment and cancellation terms, please see: Registration, study fees and right to study | University of Eastern Finland (uef.fi)

III Your registration will typically be processed in 2-5 working days. During peak registration periods, this may take up to 10 days. After this period, you will get an automatic message which includes a link to the starting instructions. Please read and follow the instructions carefully.  

 

If you have not studied at UEF before, you will also receive instructions for activating a UEF username. If you already have a UEF username, change the password to your account. 

 

Your username will receive full access rights when your study right begins.  

 

If you can’t find these messages, remember to check your email’s trash folder, and contact the open university staff if needed. 

 

If your employer will pay your tuition fee, please contact our training secretary. Their contact information can be found below. 

Registration starts:
2024-08-07 09:00
Registration ends:
2025-03-09 23:45