Selling and Sales Support, 5 cr

Ilmoittautuminen ei ole vielä avautunut. Voit ilmoittautua koulutukseen tältä sivulta 28.01.2019 klo 09:00 alkaen.
Aika
    11.03.2019 - 07.05.2019
Ilmoittautumiset
    28.01.2019 - 24.02.2019
Edeltävä osaaminen
    Student knows the basics of marketing.
Tavoite
    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.
Sisältö
    Personal selling
Sales support
Sales process
Recognizing and satisfying customer needs
Selling techniques/ tools
Key account management (loyal customers)
Ethical issues
Toteutus
    Lectures, in-class / individual assignements, peer/group work, readings, self-study, and self-reflection
Kirjallisuus
    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

Articles of current interest will be provided by the lecturer.
Hinta
    75 €
Lisätietoja
    lipa.avoinamk@jamk.fi

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