Telemarketing and Sales Training (7 cr)
Code: 3101195-1001
General information
- Timing
- 02.01.2016 - 31.07.2016
- Implementation has ended.
- Number of ECTS credits allocated
- 7 cr
- Local portion
- 6 cr
- Virtual portion
- 1 cr
- RDI portion
- 2 cr
- Mode of delivery
- Blended learning
- Unit
- Engineering and Business
- Teaching languages
- Finnish
- Seats
- 10 - 30
- Degree programmes
- Degree Programme in Professional Sales
- Teachers
- Sini Jokiniemi
- Sirpa Hänti
- Course
- 3101195
Evaluation scale
H-5
Objective
The student is able:to use telephone in a professional manner, both in inbound and outbound operations of salesto plan, to execute and to analyze a telemarketing campaign.to apply the theories of personal selling and sales process in practical sales conversationsto execute the different stages of the sales conversation from the opening to the closing of the saleto formulate a solution to the customer based on the needs identificationto use interaction skills appropriate to the sales situationto plan a manuscript and to execute it in the sales competition organized by Turku and Haaga-Helia Universities of Applied Sciences.
Content
Special characteristics of sales callsTelemarketing in practice (project)Customer and product knowledgePractical training of the sales conversation stagesBuyer-seller role-playsVideo-recording and analyzing sales conversations Coaching and sparring