Sales psychologyLaajuus (5 cr)

Objective

You understand the practices of professional sales from academic and practical perspectives.
You gain knowledge of sales processes and psychology, customer and seller profiles, concepts of e-sales and sales tools. The course covers B-to-C and B-to-B sales methods and sample cases.

Content

What is sales psychology and how does it manifest itself online?
How to create and apply customer profiles?
How to engage customers and increase value added sales?
How to increase value added sales in practice?

Evaluation

Students can
a. use and analyze data critically and apply it in practice.
b. solve complicated sales and sales management challenges.
d. take responsibility of his or her own work and develop it independently.
f. work both as a sales team member and a team leader in a goal-oriented way.