Personal Selling (5 cr)
Code: LTB6035-LTB21M1
General information
Enrollment
01.10.2020 - 31.10.2020
Timing
18.01.2021 - 11.04.2021
Number of ECTS credits allocated
5 op
Virtual portion
3 op
RDI portion
2 op
Mode of delivery
40 % Contact teaching, 60 % Distance learning
Campus
Wärtsilä Campus Karjalankatu 3
Teaching languages
- English
Seats
20 - 50
Degree programmes
- Degree Programme in International Business
Teachers
- Olli Hatakka
- Varpumaria Jeskanen
Teacher in charge
Varpumaria Jeskanen
Groups
-
LTBNS19Bachelor of Business Administration, International Business, Fall, 2019
Objective
You understand relevance of good sales work for customers and companies. You understand meaning of social and interaction skills for sales work. You can come across with different types of customers. You can argue with your customer and guide sales negotiations towards win-win situation.
Content
- What is customer orientation?
- How to create additional value?
- How to determine customer's demand?
- How to treat different customer groups?
- What successful sales process includes?
Materials
In Moodle
Teaching methods
Lectures, group work, individual work and exam.
Student workload
Distance learning, exercises and individual work 133 hrs.
Evaluation scale
H-5
Assessment methods and criteria
General rules of evaluation in Karelia UAS will be applied.
Evaluation criteria for grades will be discussed with the students in the beginning of the course.