Personal selling (5 cr)
Code: LT00CY39-3012
General information
- Enrollment
-
06.04.2022 - 22.04.2022
Registration for the implementation has ended.
- Timing
-
29.08.2022 - 27.11.2022
Implementation has ended.
- Number of ECTS credits allocated
- 5 cr
- Local portion
- 3 cr
- Virtual portion
- 2 cr
- Mode of delivery
- Blended learning
- Unit
- Department of Business
- Campus
- Kouvola Campus
- Teaching languages
- Finnish
- Seats
- 20 - 50
- Degree programmes
- Degree Programme in Business Management
- Teachers
- Susanna Heikkilä
- Teacher in charge
- Mari Maunula
- Groups
-
LTKV21SP3Business, full-time studies
- Course
- LT00CY39
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
Students can
- search information from the main sources of information to support personal selling
- perceive the totality of a company’s sales process and the tasks required at the different stages of the sales process
- act in selling situations and customer encounters in appropriate ways
Course material
-
Study forms and methods
-
RDI and work-related cooperation
-
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