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

See the Timetable