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

In this study unit the focus lies on the following
competencies:

Competence to perform the various tasks within
personal selling both in an analogue and in a
digital market environment.

Competence to independently improve knowledge and
skills in personal selling.

SDG's in focus: 3

Learning outcomes

Upon completion of this study unit:

You can explain what personal selling is and its
role in a business and describe what tasks belong
to personal selling. (Knowledge)

You define your strategic position with a customer
and based on this be able to
choose a suitable approach towards each customer.
(Knowledge)

You search for new potential customers and develop
relationships with the current
customers. (Skills)

You prepare meetings with both new and current
customers and carry out the sales
process in an analog and in a digital market
environment. (Skills)

You can always meet the customer in a pleasant way
and interpret the customer's
speech and body language and be able to give an
appropriate speech and body language.
(Skills)

You are able to choose a suitable outfit for
different situations. (Skills)

You have acquired the art of listening to the
customer, asking relevant questions and
applying appropriate questioning techniques to
clarify the customer's situation and
needs as well as what things affect the customer's
decision. (Skills)

You create customer-oriented sales arguments, be
able to present the arguments at the
right time and in the right way as well as handle
objections from the customer and
tactical approaches that a customer can apply.
(Knowledge, Skills)

You negotiate and connect the customer to a
collaboration. (Skills)

You are able to end a sales process, manage and
follow up on a purchase but also
manage a situation with an opposite outcome.
(Skills)

You can handle complaints. (Skills)

You can independently develop your knowledge and
skills in personal sales. (Approach)

Prerequisites and co-requisites

All the study units 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 study unit. Attendance at guest lectures is
mandatory.

Recommended or required reading

Contemporary Selling ? Building Relationships,
Creating Value
Mark W. Johnston, Greg W. Marschall, 2013, 4th
Edition, Routledge

Inbound Selling: How to Change the Way You Sell to
Match How People Buy
Brian Signorelli, 2018, John Wiley & Sons,
Incorporated

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

Assignments valid until

12 months after course has ended

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