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

Overall goal of the course:

Give the student an introduction to theoretical and practical use of sales tools and sales management models used in business.

Learning outcomes

• Discuss the role of the salesperson and sales management in a company (P-LUB1)
• Prepare sales assessments on a real company, which increases the understanding of the benefits of sales and good sales management for the company. (P-LUB 2)
• Develop decision alternatives and how to make good, sustainable choices for sales in companies (P.LUB 3)
• Discuss sales tools, concepts, management challenges and consequences (P-LUB 4)

Learning methods and activities

Lectures and group work.

Recommended previous knowledge

Marketing Management and Organisation and Management