Personal selling (5 cr)
Code: MY00BI99-3003
General information
- Enrollment
-
16.12.2019 - 10.01.2020
Registration for the implementation has ended.
- Timing
-
13.01.2020 - 30.04.2020
Implementation has ended.
- Number of ECTS credits allocated
- 5 cr
- Local portion
- 2 cr
- Virtual portion
- 3 cr
- RDI portion
- 3 cr
- Mode of delivery
- Blended learning
- Unit
- Liiketalouden koulutusyksikkö, Kouvola (vanhennettu)
- 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
-
PAKV19KMService design, part-time studies
- Course
- MY00BI99
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?
Further information
Opintojakso alkaa ennakkotehtävällä, jonka opettajat lähettävät ennen ensimmäistä lähitapaamista sähköpostitse tammikuun aikana.
Evaluation scale
1-5
Qualifications
No prerequisities