Study Guide

Objective

The student is able
- to explain the role of personal selling in sport organization 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 from the value creation perspective
- to use the basic marketing concepts
- to define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and act customer-oriented
- to recognize modern marketing communication aspects.

Content

- sales process
- methods to acquire customer understanding
- factors affecting customer experience, value creation
- preparing for sales and customer service situations
- stages of the sales process
- marketing communication

Evaluation scale

H-5