Selling and Sales Support, 5 cr

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Date		02.09.2019 - 25.10.2019
Last enrolment date		11.08.2019
Location		Rajakatu 35, Jyväskylä
Prerequisites		Student knows the basics of marketing.
Goal		The student understands the significance and role of personal selling and sales support (advertising, SP & PR). She/He is familiar with the core concepts, principles and theories of personal selling as a part of the integrated marketing communication. She/He is capable of recognizing the customer needs of different segments. The student can apply varied tools in selling. She/He knows how to build customer satisfaction, loyalty, value, and retention ethically. The student acts responsibly in developing customer relationships into partnerships - and into profitable key accounts.
Contents		Personal selling Sales support Sales process Recognizing and satisfying customer needs Selling techniques/ tools Key account management (loyal customers) Ethical issues
Accomplishment		Lectures, in-class / individual assignements, peer/group work, readings, self-study, and self-reflection
Literature		Jobber, D. and Lancaster, G. 2015. Selling and Sales Management, Pearson Kotler, P. and Keller, K.L. 2009. A Framework for Marketing Management, Pearson. Journal of Selling and Sales Management
Price		75 €
Further Information		avoinamk@jamk.fi