(5 cr)
Code: LT00CY39-3001
General information
Enrollment
20.08.2018 - 07.09.2018
Timing
27.08.2018 - 14.12.2018
Number of ECTS credits allocated
5 op
Virtual portion
5 op
Mode of delivery
Distance learning
Campus
Ecampus
Teaching languages
- Finnish
Seats
20 - 60
Degree programmes
- Degree Programme in Business Management
Teachers
- Marja-Leena Koskinen
Teacher in charge
Marja-Leena Koskinen
Groups
-
LTMI17SM
Objective
You know how to acquire information about customers, products and competitors to support personal selling.
You can describe a company’s sales process and 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 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 scale
1-5
Qualifications
Customer-oriented marketing 5 ECTS credits or equivalent knowledge
Customer insight and customer service 5 ECTS credits or equivalent knowledge