Sales and business communication (5 cr)

Evaluation scale

H-5

Objective

In this course the student will focus on the central business operations. The student is then able to
- define the key concepts of personal selling
- recognize the main areas of competence in sales
- describe the basic operations of a sales organization
- give a sales presentation for a target group
- plan and give an elevator speech
- recognisedifferent communication styles
- write basic documents in business
- plan organisational communication.

Content

- The significance of sales to the success of a firm
- The central competences of a successful sales person
- Sales channels
- Familiarizing to the operations of a sales organization
- Planning and giving a selling presentation
- Planning and giving an elevator speech
- Language and style in business communication
- Basic documents in business (e.g. orders, complaints)
- Agendas and minutes, reports and memos