Sales Training (5 cr)
Code: 3101230-3002
General information
Enrollment
02.01.2020 - 01.03.2020
Timing
02.03.2020 - 15.05.2020
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Teachers
- Pentti Korpela
- Marjo Kumpula
Groups
-
MHAMYS18
-
LEMMODLIPASyventavaFinanssialanOsaaminenLEMMODLIPASyventavaFinanssialanOsaaminen
Objective
The student is able:
- to apply the theories of personal selling in practical sales conversations
- to execute the different stages of the sales conversation from the opening to the closing of the sale
- to formulate a solution to the customer based on the needs identification
- to use interaction skills appropriate to the sales situation
- to plan a manuscript and to execute it in the sales competition.
Content
- Customer and product knowledge
- Practical training of the sales conversation stages
- Buyer-seller role-plays
- Video-recording and analyzing sales conversations
- Coaching and sparring
Evaluation scale
H-5