Personal selling and sales managementLaajuus (5 cr)

Objective

Students are able to apply the selling process model in their personal selling. Students are able to apply the principles of sales negotiation and justify their actions. Students can plan and evaluate selling at the strategic level.

Content

What is personal selling and its role as a part of a company’s marketing? What stages are there in the sales process? How to carry out a successful sales negotiation? What are the key elements and tasks in sales management? How is selling organized, planned, supervised and followed?

Qualifications

Basic knowledge about marketing and customer relations are required.

Assessment criteria, good (3)

a) Students can use the terminology related to personal selling and sales management in a competent way in different situations d) Students can evaluate the operations in selling situations and customer  meetings e) Students can choose appropriate models and procedures related to personal selling and sales management and justify the choices