Personal selling (5 cr)
Code: MY00BI99-3003
General information
Enrollment
16.12.2019 - 10.01.2020
Timing
13.01.2020 - 30.04.2020
Number of ECTS credits allocated
5 op
Virtual portion
3 op
RDI portion
3 op
Mode of delivery
40 % Contact teaching, 60 % Distance learning
Campus
Kouvola Campus
Teaching languages
- Finnish
Seats
12 - 40
Degree programmes
- Degree Programme in Sales and Marketing
Teachers
- Kirsi Soulamo
- Mari Maunula
Teacher in charge
Mari Maunula
Groups
-
MYKV19KM
-
PAKV19KMService design, part-time studies
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 scale
1-5
Qualifications
No prerequisities