Personal selling and customer service in real estateLaajuus (4 cr)

Objective

Student is able to- recognize the central personal selling skills- explain the role of the personal selling in the business processes and how salespeople carry out their duties- lead the sales process efficiently, and apply customer orientation- analyze the buying behavior and the purchasing process of the customer- utilize several approaches and skills of selling in context- give a sales presentation according to the target group and the goals set to the presentation.

Content

The meaning of sales work and customer serviceas a success factor for the companyThe central sales skillsSales processSelling modelsFamiliarizing oneself with an sales organization of a real estate agencyPlanning and executing a sales presentation