Sales Work and Management (4cr)
Course unit code: HBM30500
General information
- Credits
- 4 cr
- Teaching language
- Finnish
Objective
The students are able to plan and implement a sales negotiation taking place in the customer's premises. They possess tools for the management of selling and sales.
Content
The course focuses on sales in the customer's premises. Sales work: making an appointment, question technique, product presentation, counter-arguments and follow-up. Question technique plays an important role. Sales management includes issues related to planning, recruiting, remuneration, training, and motivation of sales personnel. The aim is to understand factors involved in the establishment of a field sales organization. Problem-based learning methods are also applied.
Qualifications
The students are able to decide on the competitive tools of marketing and on marketing plans.
Assessment criteria, satisfactory (1)
Class participation, individual and group reporting skills, individual and group presentation skills, teamwork skills. Mastery of the subject and course concepts in the written exam, exercises and reports.