Level/category

Extension studies

Teaching language

Swedish

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 sales and the ability to carry out the
sales process
both when acquiring new customers and when
managing
current
customers. In addition, the goal is for the
student
to have a good
foundation for being able to independently improve
in personal
sales.

Learning outcomes

After completing the course the student must be
able to
understand what personal sales is and its role in
a
business, ability
to understand the motives why customers buy,
direct
sales 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 must
understand what personal sales means and 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 should be able to use different
questioning
techniques
and the art of listening to the customer to
clarify
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 understand
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 sales 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 outfit for different situations. The
student must be able to
independently develop his/her knowledge and skills
in personal
sales.

Prerequisites and co-requisites

All the courses from the first year must be
completed.

Previous course names

Non

Recommended or required reading

Selling and Sales Management, David Jobber,
Geoffrey Lancaster,
Kenneth Le Meunier-FitzHugh, 2019, Eleventh
Edition, Pearson

Selling, Nick Constable, 2010, HarperCollins
Publishers

A digital version of both books is available at
perlego.com

Other material that will be handed during the
lectures.

Study activities

  • Lectures - 32 hours
  • Practical exercises - 15 hours
  • Individual studies - 223 hours

Workload

  • Total workload of the course: 270 hours
  • Of which autonomous studies: 270 hours
  • Of which scheduled studies: 0 hours

Mode of Delivery

Multiform education

Assessment methods

  • Exams (written-, oral-, home-)
  • Demonstrations and proficiency exams
  • Essays, reports, productions and portfolio

Assessment requirements

For a passing grade, the student must complete at
least 100 credits of the course's maximum 200
credits and perform all homework, exercises,
presentations and exams with credits that correspond
to a pass.

Teacher

  • Henriksson Robert
  • Kietz Tove

Examiner

Henriksson Robert

Group size

No limit

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

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