Study Guide

Objective

The student develops a a basic understanding of the contents of personal sales work in business to business marketing environment. The student learns these concepts through a practical sales case. The student develops also a basic understanding about the management of personal sales work.

Content

Practicing different elements of personal sales work in classroom and school environment in practical sales settings chosen by each student.

Evaluation scale

1-5

Assessment criteria, satisfactory (1)

The student has carried out work with some minor challenges related to timing and / or contents. Students have challenges in completion of the sales process with clients.

Assessment criteria, good (3)

The student has carried out work well and participated actively. Students have also shown ability to complete the sales process with the client well.

Assessment criteria, excellent (5)

The student has carried out work to an excellent standard and participated actively and constructively. Students have shown in the course ability to go through the sales process in a sales situation effectively: Students have been able to find out and create mutually benefiting solutions for both seller and client.

Qualifications

Business to Business Marketing