Personal Selling
| Structure Type: | Course |
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| Code: | KD07BMMA205 |
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| Type: | Elective |
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| Level: | Bachelor |
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| Credits: | 3.0 points |
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| Responsible Teacher: | Viljamaa, Anmari |
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| Language of Instruction: | Finnish |
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Course Implementations, Planned Year of Study and Semester
| Curriculum | Semester | Credits | Start of Semester | End of Semester |
| LITAKO-2013 |
2 spring |
3.0 |
2015-01-02 |
2015-07-31 |
| LITAKO-2014 |
2 spring |
3.0 |
2016-01-01 |
2016-07-31 |
| PK-2014 |
2 spring |
3.0 |
2017-01-01 |
2017-07-31 |
Learning Outcomes
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.
Student's Workload
Total work load of the course: 80 h
- of which scheduled studies: 30 h
- of which autonomous studies: 50 h
Prerequisites / Recommended Optional Courses
Marketing studies in virtual enterprise activities, Customer Service.
Contents
- basics of sales work, role of sales in marketing communications
- the phases of a sales process
- qualities and practices of a good salesperson
Recommended or Required Reading
To be announced by the lecturer.
Mode of Delivery / Planned Learning Activities and Teaching Methods
Lectures and excercises.
Assessment Criteria
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.
Assessment Methods
Excercises 70 %, learning diary 30 %.
Work Placement
None.
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