Personal Selling (5 cr)
Code: LTB6035-LTB21M1
General information
- Enrollment
- 01.10.2020 - 31.10.2020
- Registration for the implementation has ended.
- Timing
- 18.01.2021 - 11.04.2021
- Implementation has ended.
- Number of ECTS credits allocated
- 5 cr
- Local portion
- 2 cr
- Virtual portion
- 3 cr
- RDI portion
- 2 cr
- Mode of delivery
- Blended learning
- Unit
- International Business (BB)
- 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
- Course
- LTB6035
Evaluation scale
H-5
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.