The course is included in these curricula and study modules
The course takes place in period
- 3 (2023-01-01 to 2023-03-19)
- 4 (2023-03-20 to 2023-07-31)
Level/category
Teaching language
English
Type of course
Optional
Cycle/level of course
First
Recommended year of study
3
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.
(Skill)
Map the strategic position with the customer and
understand what effect it has on sales and the
development of the customer relationship.
(Knowledge)
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,
attitude)
Independently develop their knowledge and skills
in personal sales. (Attitude)
Prerequisites and co-requisites
All the study units from the first year must be
completed.
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.
Teacher
- Henriksson Robert
- Kietz Tove
Examiner
Henriksson Robert
Home page of the course
Group size
No limit (15 students enrolled)
Assignments valid until
12 months after course has ended
Course enrolment period
2022-12-26 to 2023-01-05
Date | Time | Room | Title | Description | Organizer |
---|---|---|---|---|---|
2023-01-10 | 13:15 - 15:15 | B518 | Personal Selling - Introduction | Henriksson Robert Kietz Tove |
|
2023-01-17 | 13:15 - 15:15 | D4106 | Personal Selling - Theme 1 What is Personal Selling? | Henriksson Robert | |
2023-01-24 | 13:15 - 15:15 | D4106 | Personal Selling | Henriksson Robert | |
2023-01-31 | 13:15 - 15:45 | D4106 | Personal Selling - Theme 3 Creating sales arguments | Henriksson Robert | |
2023-02-07 | 13:15 - 15:15 | Personal Selling | Theme - Art of Listening - Zoom | Henriksson Robert | |
2023-02-14 | 13:15 - 15:15 | B518 | Personal Selling - Theme 5 Planning questions | Henriksson Robert | |
2023-02-21 | 13:00 - 15:00 | D4106 | Personal Selling - Theme 6 Seeking new customers | Henriksson Robert | |
2023-02-27 | 13:00 - 15:30 | B518 | Personal Selling - Theme 7 To achieve a meeting with a new customer | Henriksson Robert | |
2023-02-28 | 13:30 - 16:00 | D4106 | Personal Selling - Theme 8 The sales process, phases 1-4 | Henriksson Robert | |
2023-03-07 | 13:15 - 15:15 | D4106 | Personal Selling - Theme 9 The sales process, phases 5-7 | Henriksson Robert | |
2023-03-14 | 13:15 - 15:15 | B518 | Personal Selling - Theme 10 Science of Persuasion - A meeting with a current customer - Agenda and memorandum | Henriksson Robert | |
2023-03-21 | 09:00 - 11:30 | B518 | Personal Selling | Kietz Tove | |
2023-03-24 | 09:00 - 11:00 | B518 | Personal Selling - Theme 11 Personal Selling in a digital world - Guest lecture | Henriksson Robert | |
2023-03-28 | 09:00 - 11:30 | B518 | Personal Selling | Kietz Tove | |
2023-03-31 | 09:00 - 11:00 | B518 | Personal Selling | Henriksson Robert | |
2023-04-04 | 09:00 - 11:30 | B518 | Personal Selling | Kietz Tove | |
2023-04-06 | 12:15 - 14:45 | B518 | Personal Selling | Henriksson Robert | |
2023-04-11 | 09:00 - 11:30 | B518 | Personal Selling | Kietz Tove | |
2023-04-14 | 09:00 - 11:30 | B518 | Personal Selling | Kietz Tove | |
2023-04-21 | 09:00 - 11:00 | B518 | Personal Selling | Exam | Henriksson Robert |
2023-05-05 | 09:00 - 11:00 | B518 | Personal Selling | Re-exam 1 | Henriksson Robert |
2023-05-25 | 09:00 - 11:00 | B518 | Personal Selling - Re-exam 2 | Re-exam 2 | Henriksson Robert |