Personal selling (5 cr)
Code: LT00CY39-3013
General information
Enrollment
08.11.2021 - 21.11.2021
Timing
10.01.2022 - 21.03.2022
Number of ECTS credits allocated
5 op
Virtual portion
3 op
Mode of delivery
40 % Contact teaching, 60 % Distance learning
Unit
Liiketalouden koulutusyksikkö, Kouvola
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
-
LTKV21KM5Business, part-time studies
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