The course is included in these curricula and study modules
- Business administration 2018 (logistics) - Sales and customer management
- Business administration 2018 (marketing) - Sales and customer management
- Business administration 2018 (tourism) - Sales and customer management
- Business administration 2019 - Sales and customer management
- Business administration 2020 - Sales and customer management
- Business administration 2021 - Sales and customer management
- Business administration 2022 - Sales and customer management
The course takes place in period
- 1 (2022-08-01 to 2022-10-23)
- 2 (2022-10-24 to 2022-12-31)
Level/category
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
Home page of the course
Group size
No limit (24 students enrolled)
Assignments valid until
12 months after course has ended
Course enrolment period
2022-08-10 to 2022-08-25
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
Date | Time | Room | Title | Description | Organizer |
---|---|---|---|---|---|
2022-08-29 | 08:30 - 10:30 | D4106 | Personlig försäljning | Introduktion | Henriksson Robert Kietz Tove |
2022-09-05 | 08:30 - 10:30 | B320 | Personlig försäljning - Tema 1 Vad är personlig försäljning? | Vad är personlig försäljning? | Henriksson Robert |
2022-09-12 | 08:30 - 10:30 | B518 | Personlig försäljning | Inköp och försäljning | Henriksson Robert |
2022-09-19 | 08:30 - 11:00 | B518 | Personlig försäljning - Tema 3 Skapande av försäljningsargument | Skapande av försäljningsargument | Henriksson Robert |
2022-09-26 | 08:30 - 10:30 | B320 | Personlig försäljning | Konsten att lyssna | Henriksson Robert |
2022-10-03 | 08:30 - 10:30 | B320 | Personlig försäljning - Tema 5 Planering av frågor - SPEND modellen | Planering av frågor - SPEND modellen | Henriksson Robert |
2022-10-10 | 12:15 - 14:15 | D4107-08 | Personlig försäljning | Sökning av nya kunder | Henriksson Robert |
2022-10-17 | 08:30 - 11:00 | D4107-08 | Personlig försäljning - Tema 7 Att uppnå ett möte - SHREK modellen | Att uppnå ett möte - SHREK modellen | Henriksson Robert |
2022-10-19 | 12:30 - 15:00 | D4106 | Personlig försäljning - Tema 8 Försäljningsprocessen, faserna 1-4 | Försäljningsprocessen | Henriksson Robert |
2022-10-31 | 09:00 - 11:00 | D4107-08 | Personlig försäljning | Försäljningsprocessen | Henriksson Robert |
2022-11-07 | 09:00 - 11:00 | D4107-08 | Personlig försäljning | Ett möte med en nuvarande kund | Henriksson Robert |
2022-11-11 | 13:15 - 15:45 | B327 | Personlig försäljning | Praktisk övning 1 | Kietz Tove |
2022-11-15 | 08:30 - 11:30 | B328 | Personlig försäljning | Praktisk övning 2 | Kietz Tove |
2022-11-17 | 12:00 - 14:00 | B327 | Personlig försäljning | Personlig försäljning i en digital värld | Henriksson Robert |
2022-11-22 | 09:30 - 11:30 | B328 | Personlig försäljning | Tema 14 - Inbjudan till en tillställning | Henriksson Robert |
2022-11-25 | 09:00 - 11:00 | D4106 | Personlig försäljning - Tema 12 Pris | Pris | Henriksson Robert |
2022-11-29 | 08:30 - 11:30 | B328 | Personlig försäljning | Praktisk övning 3 | Kietz Tove |
2022-11-30 | 12:30 - 15:00 | B320 | Personlig försäljning | Hantering av reklamationer | Henriksson Robert |
2022-12-09 | 09:00 - 11:30 | B522 | Personlig försäljning | Praktisk övning 4 | Kietz Tove |
2022-12-12 | 09:00 - 11:30 | B518 | Personlig försäljning | Praktisk övning 5 | Kietz Tove |
2022-12-12 | 12:30 - 14:30 | B518 | Personlig försäljning - Tema 15 Var och hur utveckla sina kunskaper och färdigheter | Var och hur utveckla sina kunskaper och färdigheter | Henriksson Robert |
2022-12-21 | 12:30 - 14:30 | D4106 | Personlig försäljning | Ordinarie tentamen | Henriksson Robert |
2023-01-27 | 12:15 - 14:15 | D4106 | Personlig försäljning | Omtentamen 1 | Henriksson Robert Kietz Tove |
2023-02-21 | 15:15 - 17:15 | D4107-08 | Personlig försäljning | Omtentamen 2 | Henriksson Robert |