General studies

Teaching language


Type of course


Cycle/level of course


Recommended year of study


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


Additional information


Recommended or required reading


Study activities

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


  • 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


Willför Christel


Willför Christel

Group size

No limit

Assignments valid until

12 months after course has ended

Assessment methods

Date will be announced later - Reports and productions

Course and curriculum search