International Sales Process Management and CRM (5cr)

Evaluation scale

H-5

Objective

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.

Content

Tieto puuttuu

Materials

Tieto puuttuu

Teaching methods

Tieto puuttuu

Assessment criteria, satisfactory (1)

Satisfactory

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.

Assessment criteria, good (3)

Good

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.

Assessment criteria, excellent (5)

Excellent

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.