Purchase and Sales Channels (5 cr)

Objectives (course unit)

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 (course unit)

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

Assessment criteria, satisfactory (1-2) (course unit)

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) (course unit)

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) (course unit)

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.

Location and time

Opintojakso toteutetaan verkossa 16.03.-17.05.2020.
Verkko-opiskelun lisäksi lähipäivät TAMK:ssa 18.04. ja 07.-08.05.2020.

Exam schedules

Tulossa

Evaluation methods and criteria

Tulossa

Assessment scale

0-5

Teaching methods

Itsenäinen opiskelu
Yhteisöllinen oppimispiirityöskentely verkossa ja kontaktipäivänä
Lähiopetus

Learning materials

Nieminen, Sanna. Hyvä hankinta - parempi bisnes. Helsinki: Talentum Pro, 2016.
Sylvester, Ken. Negotiating in the Leadership Zone . London, UK: Elsevier Science, 2016.
Kirjat ovat saatavilla e-kirjana TAMK:n kirjaston kautta.
Lisäksi opintojakson aikana osoitettava verkkomateriaali.

Student workload

Opintojakson laajuus on 5 op., joka vastaa n. 135h opiskelijan työmäärää. Opintojakson kuormittavuus voi vaihdella riippuen opiskelijan valmiuksista.

Content scheduling

Tulossa

Practical training and working life cooperation

Opintojaksolla voidaan hyödyntää omaa työpaikkaa oppimisympäristönä.

Further information

Lähiopetukseen osallistumista edellytetään.