Interaction in Sales Work (3cr)

Objective

The students are able to plan and implement a sales situation at client’s premises. They master the stages of interactive sales work, presentation technique and manners. The students participate in the R&D activities of the centre of expertise of the School of Business Administration in accordance with the objectives of the course.

Content

Focus is on sales work at client’s premises. Sales work: fixing an appointment, question technique, product presentation, objecting, and after-care. Question technique plays a significant role, as well as simulated exercises and the development of personal skills. The qualities of a good sales person, evaluation of one’s own development.

Qualifications

The students master the basics of marketing and customer-oriented thinking

Assessment criteria, satisfactory (1)

Active participation, individual and group presentation skills. Mastery of the course concepts in the exercises and reports.