Level/category

General studies

Teaching language

Swedish

Type of course

Compulsory

Cycle/level of course

First

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

Previous course names

None

Additional information

None

Recommended or required reading

None

Study activities

  • Small-group work - 50 hours
  • Project- and production work/artistic activities - 60 hours
  • Individual studies - 23 hours

Workload

  • Total workload of the course: 133 hours
  • Of which autonomous studies: 133 hours
  • Of which scheduled studies: 0 hours

Mode of Delivery

Multiform education

Assessment methods

Essays, reports, productions and portfolio

Assessment requirements

Passed exam

Teacher

Willför Christel

Examiner

Willför Christel

Home page of the course

https://arcada.itslearning.com/

Group size

No limit

Assignments valid until

12 months after course has ended

Assessment methods

Date will be announced later - Reports and productions

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