Personal selling (5cr)

Code: LT00CY39-3013

General information

Enrollment: 08.11.2021 - 21.11.2021; Registration for the implementation has ended.

Timing: 10.01.2022 - 21.03.2022; Implementation has ended.

Number of ECTS credits allocated: 5 cr

Local portion: 2 cr

Virtual portion: 3 cr

Mode of delivery: Blended learning

Unit: Department of Business, Kouvola (deprecated)

Campus: Kouvola Campus

Teaching languages: Finnish

Seats: 20 - 50

Degree programmes: Degree Programme in Business Management

Teachers: Laura Hakanen

Teacher in charge: Laura Hakanen

Groups: LTKV21KM5
Business, part-time studies

Course: LT00CY39

Unfortunately, no reservations were found for the realization Personal selling LT00CY39-3013. It's possible that the reservations have not yet been published or that the realization is intended to be completed independently.

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

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