10.1.15.15 HB7516 Personal Selling (3 ECTS Credits)

Objectives
The student will learn the role of selling within the wider context of marketing and will be able to put the selling process in context with sales techniques, the practice of selling, the sales environment, sales channels, sales management, recruitment and training, sales control, budgets, business planning and sales forecasting.

Content
Personal Selling Situations, Interpersonal Communication, Selling Process, Sales Management / Managing Customer Service Situations, Communication in Customer Service / Planning Sales, Sales Negotiations and Selling Process / Assessing Performance and Training Personnel

Method
Lectures, case, exercises, examination

Semester
Term 4