Extension studies

Teaching language


Type of course


Cycle/level of course


Recommended year of study


Total number of ECTS

10 cr

Competency aims

Learning and Career-oriented Competencies
Ethical and Sustainable Competencies
Communicative and Social Competency
Customer-Centric Competency

Learning outcomes

Search for and contact new customers (leads) both
in a traditional and in a digital environment.

Map the strategic position with the customer and
understand what effect it has on sales and the
development of the customer relationship.

Plan and implement the sales process for acquiring
new customers and manage sales to current
customers in different situations and manage
different tools in the different phases. (Skill)

Actively listen to the customer and to respond to
the customer in a professional way. (Attitude)

Interpret body language and apply body language
and choose an appropriate attire that supports the
sales process. (Skill)

Create relevant questions and use different
questioning techniques to map the customer's
situation, needs and wishes and place the
questions at the right time. (Skill)

Create customer-focused sales arguments and
present them at the right time and in the right
way. (Knowledge, skill)

Prepare a negotiation using various tools, choose
appropriate tactics and manage the buyer's
tactical interventions. (Skill, attitude)

Manage customer complaints (Knowledge, skill,

Independently develop their knowledge and skills
in personal sales. (Attitude)

Prerequisites and co-requisites

All the study units from the first year must be

Additional information

Attendance at the introduction lecture is mandatory.
Students who are not present will be rejected from
the study unit.

Recommended or required reading

Main book
Selling & Sales Management - Developing Skills for
Success, Lisa Spiller, 2021,
SAGE Publications, 552 pages

Available at Perlego.com
https://ereader.perlego.com/1/book/3013367/12 External link

Additional reading
Selling, Nick Constable, 2010, HarperCollins
Publishers, 66 pages
Available at Perlego.com
https://www.perlego.com/book/693607/selling-pdf External link

Material shared during the lectures.

Mode of Delivery

Participation in tuition

Assessment requirements

For completing the course, the student must achieve
at least 100 points of the course's maximum 200
points and perform all homework, assignments,
presentations and exams with corresponding scores.


  • Henriksson Robert
  • Kietz Tove


Henriksson Robert

Group size

No limit

Assignments valid until

12 months after course has ended

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