Sales Process (5 cr)
Code: 3101198-3005
General information
Enrollment
02.12.2019 - 31.01.2020
Timing
20.01.2020 - 30.04.2020
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Seats
10 - 30
Degree programmes
- Degree Programme in Professional Sales
Teachers
- Jouko Broman
Groups
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Objective
The student is able:
- to explain the role of personal selling and how professional salespeople are behaving
- to execute the different stages of the sales process in an effective and customer-oriented way
- to analyze buying behavior and buying processes
- to use appropriate sales models and sales skills in different sales situations and during the different stages of the relationship
- to create long-term customer relationships in B2B context from the value creation perspective
Content
sales process
Evaluation scale
H-5