The course is included in these curricula and study modules
- Business administration 2005 (marketing focused on sme) - Marketing
- Business administration 2005 (management accounting) - Marketing
- Business administration 2005 (international logistics) - Marketing
- Business administration 2004 (international logistics) - Basic business studies
- Business administration 2004 (marketing) - Basic business studies
- Business administration 2004 (management accounting) - Basic business studies
- Business administration 2004 (information technology) - Basic business studies
- Business administration 2006 (marketing focused on sme) - Marketing
- Business administration 2006 (management accounting) - Marketing
- Business administration 2006 (international logistics) - Marketing
- Business administration 2008 (management accounting) - Marketing
- Business administration 2008 (international logistics) - Marketing
- Business administration 2008 (marketing focused on sme) - Marketing
- Business administration 2007 (management accounting) - Marketing
- Business administration 2007 (international logistics) - Marketing
- Business administration 2007 (marketing focused on sme) - Marketing
- Business administration 2009 (management accounting) - Marketing
- Business administration 2009 (international logistics) - Marketing
- Business administration 2009 (marketing) - Marketing
Level/category
General studies
Teaching language
Swedish
Type of course
Compulsory
Recommended year of study
2
Total number of ECTS
5 cr
Competency aims
- Understand an organisation's personal selling function;
- Examine the recruiting, developing, motivating, and retaining of a talented sales force;
- 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