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724834P Basics of Marketing and Sales, 5 ECTS cr 
Code 724834P  Validity 01.08.2017 -
Name Basics of Marketing and Sales  Abbreviation Basics of Marke 
Scope5 ECTS cr   
TypeBasic Studies Discipline6337 Economics and Business Administration 
  Grading1 - 5, pass, fail 
Unit Oulu Business School 

ECTS Credits 

5 credits

Language of instruction 

The literature is mainly in English. The student may submit the assignments either in Finnish or in English


Spring Term 2020

Learning outcomes 

Upon completion of the course, the student will be able to:

-       describe the role of marketing in an organization and identify the significance of customer-orientation in both the development of the organization and personal actions

-       apply key concepts of marketing (e.g., customer-perceived value, value creation process, brand, marketing mix and segmentation) in decision-making and in the evaluation of made decisions

-       describe the diverse emphasis of B-to-B and consumer marketing and the key cha­rac­teristics of both logics

-       identify and utilize key marketing communication channels in the fickle business environment

-       understand the sales process in its entirety and the content of different parts of the sales pro­cess in practice in both consumer and in B-to-B sales


-       key marketing concepts, definitions and phenomena now and before such as value, value creation and marketing mix

-       understanding these concepts in diverse contexts: the differences between consumer and B-to-B logics

-       customer-centric thinking and value creation

-       customer-oriented strategy in a changing business environment

-       the key concepts and phenomena in consumer marketing

-       B-to-B marketing and organizational buying behaviour

-       marketing communication channels and content

-       sales process in consumer and B-to-B contexts, as well as personal sales and interaction skills, at different phases of the sales process

Mode of delivery 

On-line teaching

Learning activities and teaching methods 

Weekly assignments 60 hrs
Familiarisation with the course material independently 70 hrs
Feedback 3,5 h

Total 133,5 hrs (5 ECTS)

Prerequisites and co-requisites 

No requirements

Recommended or required reading 

The teachers will specify the literature at the beginning of the course.

Assessment methods and criteria 

The course includes a compulsory preliminary assignment that has to be completed successfully by a pre-defined date. The instructions for the pre-assignment are given to students who have registered for the course within the registration period.

Students will complete weekly exercises.



Students complete the course by submitting weekly assignments. Grading on scale 1–5/fail.

Person responsible 

Minna-Maarit Jaskari, Tuula Lehtimäki


Organizing university: University of Oulu

Other information 

No restrictions for the number of students admitted. Appropriate registration for a course is obligatory and required for having the course credits re­gistered. No late registrations are accepted.

LITO courses are organised in co-operation with multiple universities. To enable registering credits when the course is completed, it is necessary to transfer data about the student from his/her home university to the university that is responsible for organizing the course. The data to be transferred consists of: name, gender, nationality, e-mail address, personal identification number and the home university. Data that is classified as secret is not transferred. Without a data transfer it is not possible to have the course credits registered.

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