Level/category

General studies

Teaching language

Swedish

Type of course

Compulsory

Recommended year of study

2

Total number of ECTS

5 cr

Competency aims

1. Understand an organisation's personal selling function; 2. Examine the recruiting, developing, motivating, and retaining of a talented sales force; 3. Analyse the tactical issues and strategies for developing the sales force into an effective sales team; 4.Evaluate personal selling activities.

Learning outcomes

- Role of a sales manager in an organisation - Personal selling processes - Customer relationship management - Recruiting and staffing a sales force - Sales force training and development - Reward systems

Course contents

- Classify and analyse different sales functions - Critically evaluate recruitment, selection, and retention plans for sales people - Design sales plans - Create sales presentations

Prerequisites and co-requisites

Basics in Marketing

Recommended or required reading

None

Study activities

  • Lectures - 40 hours
  • Tuition managed by students but supervised by the teacher - 40 hours
  • Project work and productions - 30 hours
  • Individual studies - 20 hours

Workload

  • Total workload of the course: 130 hours
  • Of which autonomous studies: 50 hours
  • Of which scheduled studies: 80 hours

Mode of Delivery

Participation in tuition

Assessment methods

  • Exams
  • Demonstrations and presentations
  • Reports and productions

Teacher

Willför Christel

Examiner

Willför Christel

Group size

No limit

Course completion date

Date for course completion will be announced later

Assignments valid until

12 months after course has ended

Assessment methods

  • Date of examination will be announced later - Exams
  • Date will be announced later - Demonstrations and presentations
  • Date will be announced later - Reports and productions

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