Personal SellingLaajuus (5 cr)

Objective

 
The aim of the course is to create a holistic understanding of the sales function and orientation as a success factor in a company and in finacial services. The student understands the importance of market and customer intelligence. The student understands the sales process as whole and is able to plan and handle personal selling knowing different sales styles in different sales situations and stages of the customership, also in acquisition of the new business and developing the customer relationship. The student learns to sell, negotiate and the specialties of solution-based selling in financial services. 

 

Content

 
Introduction to personal selling Market intelligence (customer analysis, competitor analysis) Sales competence and the selling process Sales styles and techniques