Course content

• Sales and marketing
• Sales as occupation
• Psychology and conversation with clients
• Communication, selling techniques, reservations and closure
• Negotiation techniques and methods
• Telephone sales, realization of sales, the customer as partner
• Customer satisfaction and service as a part of sales
• Customer loyalty
• What is sales management?
• The manager¿s part in the sale
• Coaching, training, problem solving, goal-setting, planning tools
• Recruiting, follow- up and evaluation of the salesperson
• Groundbreaking
• Sales planning, budgeting, and compensation
• Organization of sales Ethics

Learning outcome

• Know the fundamental concepts in the sales process.
• Aquire proficiency in understanding the role of sales in other markting-related subjects.
• Understand the importance of relationship development to enable efficient selling.

Learning methods and activities

Lectures and group work.

Recommended previous knowledge

Marketing Management and Organisation and Management