Selling and Sales Support, 5 cr

Huom! Online-ilmoittautuminen on päättynyt.
Aika
    02.09.2019 - 25.10.2019
Ilmoittautumiset
    11.08.2019 mennessä
Paikka
    Rajakatu 35, Jyväskylä
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
Hinta
    75 €
Lisätietoja
    avoinamk@jamk.fi

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