Personal sellingLaajuus (5 cr)

Objective

You know how to acquire intelligence of customers, products and competitors to support personal selling.
You can describe a company’s sales process and act appropriately.
You can carry out a personal selling negotiation appropriately.

Content

What is the role and importance of sales and personal selling as part of a company’s marketing?
What is a strategy-based sales process?
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?
How to implement multi-channel selling?

Qualifications

Customer-oriented marketing 5 ECTS credits
Customer insight and customer experiences 5 ECTS credits

Evaluation

Students can
b) search information from the main sources of information to support personal selling
c) perceive the totality of a company’s sales process and the tasks required at the different stages of the sales process
d) act in selling situations and customer encounters in appropriate ways