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A380A0201 Sales and Marketing Communication, 6 cr 
Code A380A0201  Validity 01.08.2018 -
Name Sales and Marketing Communication  Abbreviation Sales and Marke 
Credits6 cr   
TypeBasic studies  
  Grading scaleStudy modules 0-5,P/F 
  Eligibility for post-graduate studiesno
    Allowed to study several timesno
Organisation LUT School of Business and Management 

Tommi Rissanen 
Anssi Tarkiainen 

Description by Study Guide

Location: Lappeenranta

Replaces the course A380A0200 Promotion and Sales Management 6 cr and can not be included in the same degree


B.Sc. (Econ. & Bus. Adm.) 3



Teaching Language 


Teacher(s) in Charge 

Associate Professor, D.Sc. (Econ. & Bus. Adm.) Anssi Tarkiainen
Project Researcher, D.Sc. (Econ. & Bus. Adm.) Tommi Rissanen


After completing the course the student will understand changes in the field of commerce, including buying behavior, marketing communication (MC) and sales management (SM). Student is able to create and design marketing and sales funnel that applies new, more productive technologies. This course will pay special emphasis on understanding the linkages between marketing communication and sales, and the challenges in their integrated management.
The learning outcomes of the course are the following:
- to understand the evolution of buying behavior, marketing and sales in the era of digital technologies
- to understand the role of MC and SM in marketing strategy
- to assess the usability of different forms of communication with regard to buyer behavior
- to be able to design, implement and manage marketing communication and sales as part of the marketing process
- to assess the challenges of integrating MC and sales strategies, and combining traditional tools with new technologies
- to evaluate the effectiveness of MC and sales in the changing business environment.


Core contents:
- The evolution of buying behavior, marketing and sales in the era of digital technologies.
- The role of marketing communication (MC) and sales in marketing strategy.
- The role of buyer behavior and its effects on the nature of communication (mass vs interactive/personal).
- MC and sales process, message and media strategy.
- Strategic planning process of MC and sales, challenges of integrating MC and sales management strategies.

Additional knowledge:
- Sustainability in MC context.

Special knowledge:
- Digitalization of MC and sales.

Teaching Methods 

Combined lectures (videos and in-class) and exercises 28 h 2. period. Preparation for exercises 63 h (including written work) and preparation for the exam 71h. Written exam.
Total workload for student 160 h.

Examination in Examination schedule (Yes/No) 


Examination in Moodle (Yes/No) 


Examination in Exam (Yes/No) 


Assessment scale and assessment methods 

Final grade 0-5, evaluation 0-100 points. Exercises 40 points, written exam 60 points.

Course Materials 

Lectures and selected articles.


A130A0010 Markkinoinnin perusteet (or basic course in marketing). (edit. 19.6.2019)

Places for exchange-students? (Yes, number/No) 


Places for Open University Students?(Yes, number/No) 

max 5


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