Personal Selling and Advertising
| Structure Type: | Study unit |
|---|---|
| Code: | TIA0204 |
| Type: | Compulsory / Professional Studies |
| Curriculum: | T-IB 2006 |
| Level: | Bachelor of Business Administration |
| Year of Study: | 1 (2006-2007) |
| Credits: | 3 cr |
| Responsible Teacher: | Hellström, Heidi |
| Language of Instruction: | English |
Courses During the Academic Year 2006-2007
| Impl. | Group(s) | Study Time | Teacher(s) | Language | Enrolment |
|---|---|---|---|---|---|
| 3 | T-IB-1-1 | 2007-01-08 – 2007-05-04 | Kari Tikkala | English | 2006-12-11 – 2007-01-14 |
| 4 | T-IB-1-2 | 2007-03-12 – 2007-05-25 | Kari Tikkala | English | 2007-02-19 – 2007-03-18 |
Learning Outcomes
Student understands the selling process and can utilize it in different personal selling situations.
Student's Workload
Total work load of the course: 81 h
- of which scheduled studies: 40 h
- of which autonomous studies: 41 h
Prerequisites / Recommended Optional Courses
No prerequisites
Contents
The importance and purpose of dealing with personal selling and customer service, sales process and relationships.
Recommended or Required Reading and Other Learning Resources/Tools
- Futrell. C, 2000. Fundamentals of Selling. New Jersey. Prentice-Hall International.
-Other material provided by the teacher.
Mode of Delivery / Planned Learning Activities and Teaching Methods
Lectures 21h, individual assignments 20h, group assignments 40h.
Assessment Criteria
5 Student understands excellently the concept of personal selling and can to a great extent apply the learned issues in practice through cases
3 Student understands well the concept of personal selling and can apply learned issues in practice with different selling cases
1 Student understands some basics of personal selling
Assessment Methods
Numerical (0-5). Participation 80% and projects 20%.