Selling and Sales Support, 5 cr

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    08.01.2020 - 04.03.2020
Last enrolment date
    Rajakatu 35, Jyväskylä, Finland
    Student knows the basics of marketing.
    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.
    Personal selling
Sales support
Sales process
Recognizing and satisfying customer needs
Selling techniques/ tools
Key account management (loyal customers)
Ethical issues
    Lectures, in-class / individual assignements, peer/group work, readings, self-study, and self-reflection
    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
    75 €
Further Information

See the Timetable