The course takes place in period

  • 3 (2023-01-01 to 2023-03-19)
  • 4 (2023-03-20 to 2023-07-31)

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

Learning and Career-oriented Competencies
Ethical and Sustainable Competencies
Communicative and Social Competency
Customer-Centric Competency

Learning outcomes

Search for and contact new customers (leads) both
in a traditional and in a digital environment.
(Skill)

Map the strategic position with the customer and
understand what effect it has on sales and the
development of the customer relationship.
(Knowledge)

Plan and implement the sales process for acquiring
new customers and manage sales to current
customers in different situations and manage
different tools in the different phases. (Skill)

Actively listen to the customer and to respond to
the customer in a professional way. (Attitude)

Interpret body language and apply body language
and choose an appropriate attire that supports the
sales process. (Skill)

Create relevant questions and use different
questioning techniques to map the customer's
situation, needs and wishes and place the
questions at the right time. (Skill)

Create customer-focused sales arguments and
present them at the right time and in the right
way. (Knowledge, skill)

Prepare a negotiation using various tools, choose
appropriate tactics and manage the buyer's
tactical interventions. (Skill, attitude)

Manage customer complaints (Knowledge, skill,
attitude)

Independently develop their knowledge and skills
in personal sales. (Attitude)

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.

Recommended or required reading

Main book
Selling & Sales Management - Developing Skills for
Success, Lisa Spiller, 2021,
SAGE Publications, 552 pages

Available at Perlego.com
https://ereader.perlego.com/1/book/3013367/12 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 (15 students enrolled)

Assignments valid until

12 months after course has ended

Course enrolment period

2022-12-26 to 2023-01-05

Room reservations
Date Time Room Title Description Organizer
2023-01-10 13:15 - 15:15 B518 Personal Selling - Introduction Henriksson Robert
Kietz Tove
2023-01-17 13:15 - 15:15 D4106 Personal Selling - Theme 1 What is Personal Selling? Henriksson Robert
2023-01-24 13:15 - 15:15 D4106 Personal Selling Henriksson Robert
2023-01-31 13:15 - 15:45 D4106 Personal Selling - Theme 3 Creating sales arguments Henriksson Robert
2023-02-07 13:15 - 15:15 Personal Selling Theme - Art of Listening - Zoom Henriksson Robert
2023-02-14 13:15 - 15:15 B518 Personal Selling - Theme 5 Planning questions Henriksson Robert
2023-02-21 13:00 - 15:00 D4106 Personal Selling - Theme 6 Seeking new customers Henriksson Robert
2023-02-27 13:00 - 15:30 B518 Personal Selling - Theme 7 To achieve a meeting with a new customer Henriksson Robert
2023-02-28 13:30 - 16:00 D4106 Personal Selling - Theme 8 The sales process, phases 1-4 Henriksson Robert
2023-03-07 13:15 - 15:15 D4106 Personal Selling - Theme 9 The sales process, phases 5-7 Henriksson Robert
2023-03-14 13:15 - 15:15 B518 Personal Selling - Theme 10 Science of Persuasion - A meeting with a current customer - Agenda and memorandum Henriksson Robert
2023-03-21 09:00 - 11:30 B518 Personal Selling Kietz Tove
2023-03-24 09:00 - 11:00 B518 Personal Selling - Theme 11 Personal Selling in a digital world - Guest lecture Henriksson Robert
2023-03-28 09:00 - 11:30 B518 Personal Selling Kietz Tove
2023-03-31 09:00 - 11:00 B518 Personal Selling Henriksson Robert
2023-04-04 09:00 - 11:30 B518 Personal Selling Kietz Tove
2023-04-06 12:15 - 14:45 B518 Personal Selling Henriksson Robert
2023-04-11 09:00 - 11:30 B518 Personal Selling Kietz Tove
2023-04-14 09:00 - 11:30 B518 Personal Selling Kietz Tove
2023-04-21 09:00 - 11:00 B518 Personal Selling Exam Henriksson Robert
2023-05-05 09:00 - 11:00 B518 Personal Selling Re-exam 1 Henriksson Robert
2023-05-25 09:00 - 11:00 B518 Personal Selling - Re-exam 2 Re-exam 2 Henriksson Robert

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