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 you can act appropriately.
You can carry out a personal selling negotiation appropriately.

Content

What is the role and importance of sales and personal selling as a part of a company’s marketing?
How do selling to consumers, companies and other organisations differ from each other?
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?

Evaluation

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

Qualifications

No prerequisities

Materials

User understanding, Living lab -case