Study Guide

Objectives

Student can:
- recognize sales, distribution and purchase channels of service industry.
- use and produce business data to develop profitability and efficiency of service company
- develop own procurement and negotiation competences.

Content

- key sales, distribution and purchase channels
- figures of sales, marketing and purchasing
- basics of revenue management

Assessment criteria, satisfactory (1-2)

Is partly familiar with the operation of the buying channels and sales channels. Can identify the main channels and the key figures.
Understands the significance of the acquisition channels and sales channels in business.
Can only scantily utilize buying channels and sales channels and their key figures for the developing of an organization.

Assessment criteria, good (3-4)

Has a good knowledge of operational, tactical and strategic operations, core processes, content and benefits of purchasing and sales channels. Understands purchase data and sales channel data reserves and key figures.
Manages and leverages purchasing and sales channels, and can compare and select them for development projects in an organization.
Improves one's own revenue management expertise.
Is able to develop organization's purchasing and sales channel channel strategies.

Assessment criteria, excellent (5)

Is well aware of the business importance of purchasing and sales channels and revenue management and their impact on service business strategies.
Is able to analyze and anticipate the benefits of buying and selling channels to build business value.
Manages versatile purchasing and sales channels and leverages their information resources.
Demonstrates a holistic approach to service business and revenue management and value creation.