Personal Selling and Sales ManagementLaajuus (5 cr)

Objective

Students use proficiently terminology related to personal selling and sales management in different situations. 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 manage 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 is a sales negotiation done? How is selling organised? How are sales 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 proficiently in different situations d)  Students can evaluate actions in selling situations and customer  meetings e) Students can choose and apply models and procedures related to personal selling and sales management an justify their choices