The course takes place in period

  • 3 (2022-01-01 to 2022-03-13)
  • 4 (2022-03-14 to 2022-07-31)

Level/category

Extension studies

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

The aim of the course is to give the student a
basic understanding of personal selling and the
ability to carry out the sales process both when
acquiring new customers and when managing existing
customers. In addition, the aim is for the student
to have a good foundation for being able to
independently improve in personal selling.

Learning outcomes

After completing the course, the student should be
able to understand what personal selling is and its
role in a business, ability to understand the
motives why customers buy, direct selling to the
right people, generate new business opportunities,
conduct meetings with new and current customers,
perform the sales presentation in a customer-
oriented way and connect the customer to a
collaboration.

In more detail, the student has an understanding of
what personal sales means, what customer value is,
what elements a sales process consists of and how
the process should be carried out.
The student must understand the salesman's
strategic position with the customer and based on
this be able to prepare meetings with both new and
current customers, set a goal and compile an agenda
for the meeting and write a list of relevant
questions. Upon initial contact with the customer,
the student must be able to arouse an interest in
the customer. The student must be able to use
different questioning techniques and the art of
listening to the customer to map customers'
situation and needs and what things influence a
decision. The student must be able to create
customer-oriented sales arguments, be able to
present the arguments at the right time and in the
right way and handle objections from the customer.
The student must have knowledge of what things are
included in the negotiation of a deal. The student
must have an understanding of tactical alternatives
and what tactical measures a buyer can apply and
how the seller can handle them.
The student must be able to complete a sales
process and handle and follow up on a purchase, but
also handle a situation with an opposite result. In
addition to the usual meetings with customers, the
student must be able to apply personal selling in
special situations such as inbound sales, trade
fairs and seminars and handle complaints from
customers. The student must always be able to meet
the customer in a pleasant way and interpret the
customer's speech and body language and be able to
give a suitable speech and body language. In
addition, the student must be able to choose a
suitable attire for different situations.
The student must be able to independently develop
their knowledge and skills in personal selling.

Prerequisites and co-requisites

All the courses 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 course.

Recommended or required reading

Main book
Selling and Sales Management, David Jobber, Geoff
Lancaster and Kenneth Le Meunier-FitzHugh, 2019,
Pearson, 470 pages
Not chapter 6
Available at Perlego.com
https://ereader.perlego.com/1/book/971484/1 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

Group size

No limit (21 students enrolled)

Assignments valid until

12 months after course has ended

Course enrolment period

2021-12-22 to 2022-01-06

Room reservations
Date Time Room Title Description Organizer
2022-01-10 10:00 - 12:00 Personal Selling Introduction lecture https://arcada.zoom.us/j/65257943222 Henriksson Robert
Kietz Tove
2022-01-19 13:00 - 15:30 Personal Selling Theme 1 https://arcada.zoom.us/j/65257943222 Henriksson Robert
2022-01-26 13:00 - 15:30 Personal Selling Theme 2 https://arcada.zoom.us/j/65257943222 Henriksson Robert
2022-02-02 13:00 - 15:30 Personal Selling Theme 3 https://arcada.zoom.us/j/65257943222 Henriksson Robert
2022-02-07 09:30 - 12:00 Personal Selling Theme 4 https://arcada.zoom.us/j/65257943222 Henriksson Robert
2022-02-09 13:00 - 15:30 Personal Selling Theme 5 https://arcada.zoom.us/j/65257943222 Henriksson Robert
2022-02-14 09:30 - 12:00 Personal Selling Theme 6 https://arcada.zoom.us/j/65257943222 Henriksson Robert
2022-02-16 13:00 - 15:30 Personal Selling Theme 7 https://arcada.zoom.us/j/65257943222 Henriksson Robert
2022-02-28 09:30 - 12:00 Personal Selling Theme 8 https://arcada.zoom.us/j/65257943222 Henriksson Robert
2022-03-02 13:00 - 15:30 Personal Selling Theme 9 https://arcada.zoom.us/j/65257943222 Henriksson Robert
2022-03-11 14:00 - 16:30 Personal Selling Theme 10 https://arcada.zoom.us/j/65257943222 Henriksson Robert
2022-03-16 13:00 - 15:00 Personal Selling Theme 11 https://arcada.zoom.us/j/65257943222 Henriksson Robert
Kietz Tove
2022-03-23 13:00 - 16:00 D4106 Personal Selling Workshop 1 Kietz Tove
2022-03-30 13:00 - 15:00 Personal Selling Theme 12 https://arcada.zoom.us/j/65257943222 Henriksson Robert
2022-04-05 09:00 - 12:00 D4106 Personal Selling Workshop 2 https://arcada.zoom.us/j/61692541407?from=addon Meeting ID: 616 9254 1407 Kietz Tove
2022-04-06 13:00 - 15:00 Personal Selling Theme 13 https://arcada.zoom.us/j/65257943222 Henriksson Robert
2022-04-13 13:00 - 15:00 Personal Selling Theme 14 Henriksson Robert
2022-04-20 13:00 - 16:00 D4106 Personal Selling Workshop 3 Kietz Tove
2022-04-27 13:00 - 16:00 D4106 Personal Selling Workshop 4  on campus and in Zoom https://arcada.zoom.us/j/67695284379?from=addon Meeting ID: 676 9528 4379 Kietz Tove
2022-05-04 13:00 - 16:00 Personal Selling Workshop 5 ONLY IN ZOOM: meet a SalesPro https://arcada.zoom.us/j/69340790778?from=addon Meeting ID: 693 4079 0778 Kietz Tove
2022-05-11 13:00 - 15:00 Personal Selling Exam 1 https://arcada.zoom.us/j/65257943222 Henriksson Robert
2022-05-20 10:00 - 12:00 Personal Selling Re-exam 1 https://arcada.zoom.us/j/65257943222 Henriksson Robert
2022-06-06 10:00 - 12:00 Personal Selling Re-exam 2 https://arcada.zoom.us/j/65257943222 Henriksson Robert
Kietz Tove

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