Customer Experience and Sales Management (5 cr)

Evaluation scale

0 - 5

Objective

The aim of this course is to develope an understanding of the selling and sales management process from theoretical viewpoints. Students understand the role of sales and successful customer experience in marketing. The second aspect of the course deals with sales negotiation situations in the business environment.

Content

Sales in marketing
Sales environment and settings
Negotiation skills and strategies
Negotiation process
Sales management and control
Customer experience and designing it

Assessment criteria, satisfactory (1)

Student demonstrates basic understanding of concepts introduced in the course and ability to apply and implement the concepts learned in the course.

Assessment criteria, good (3)

Student uses the right basic concept consistently and provides the terminology and key elements in the concepts taught.
Has an ability to analyse stages in selling process and to evaluate components of customer experience.

Assessment criteria, excellent (5)

Student uses the right basic concept in a versatile and broad manner as well as provides excellent description of key elements of the key concepts taught in the course.
Has an ability to apply concepts and knowledge of selling process and customer experience in practice.