The course is included in these curricula and study modules

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

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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