Personal Selling (3cr)

Evaluation scale

1-5

Objective

The student can describe the role of sales in integrated marketing communications. He/she can apply the basics of sales work. The student can evaluate sales situations and his/her own strengths and development needs as a salesperson.

Content

- basics of sales work, role of sales in marketing communications
- the phases of a sales process
- qualities and practices of a good salesperson

Materials

To be announced by the lecturer.

Teaching methods

Lectures and excercises.

Employer connections

None.

Student workload

Total work load of the course: 80 h
- of which scheduled studies: 30 h
- of which autonomous studies: 50 h

Assessment criteria, satisfactory (1)

Excellent (5): The student has done the work to an excellent standard and participated actively and constructively. The student can describe the role of sales in integrated marketing communications. He/she can apply the basics of sales work to an excellent standard. The student can evaluate sales situations and his/her own strengths and development needs as a salesperson.
Good (4-3): The student has done the work well and participated actively. The student can describe the role of sales in integrated marketing communications. He/she can apply the basics of sales work to a good standard. The student can evaluate sales situations and his/her own strengths and development needs as a salesperson.
Satisfactory (2-1): The student has done the work and participated as instructed. The student can describe the role of sales in integrated marketing communications. He/she can apply the basics of sales work. The student can evaluate sales situations and his/her own strengths and development needs as a salesperson.

Qualifications

Marketing studies in virtual enterprise activities, Customer Service.