Personal selling (5cr)

Objective

Students know how to acquire intelligence of customers, products and competitors to support personal selling. Students can describe a company’s sales process. Students can plan, carry out and evaluate a personal selling negotiation. Students can compare different sales procedures/ methods.

Content

What is the role and importance of sales and personal selling as a part of a company’s marketing? How can the digital operational environment support personal selling? How do selling to consumers, companies and other organisations differ from each other? How does the strategy-based sales process of a company proceed from prospecting to maintenance of customer relationship? How do attitude, motivation and the selling spirit affect selling skills? What are personal selling skills and how are they developed? How do communication styles affect personal selling? What are the stages in sales negotiation and how is a sales negotiation managed? What are the special features of telemarketing? What is the B2B-solutions selling process like? How are productisation, offers and negotiations done in B2B solutions selling?

Evaluation

a) osaat käyttää johdonmukaisesti myynnin ammattikäsitteitä eri tilanteissa
b) osaat etsiä tietoa keskeisistä tietolähteistä myynnin tueksi
c) osaat hahmottaa yrityksen myyntiprosessin kokonaisuuden ja myyntiprosessin eri vaiheiden edellyttämät tehtävät
d) osaat toimia myyntitilanteissa ja asiakaskohtaamisissa tarkoituksenmukaisilla tavoilla
e) osaat käyttää keskeisiä myyntiin liittyviä malleja ja menettelytapoja

Qualifications

Knowledge of principles of marketing and customer realtionships