YMAS2190 Selling and Sales Management (6 cr)

The course is divided into two modules, which incrementally advance the student’s understanding of the theory and practice of selling and sales management.

Module 1 consists of an independent study module built around the course textbook, which introduces students to the theory and practice of selling and sales management. This includes an understanding of the key steps in the selling process, recruitment and training, and monitoring of sales force effectiveness.

Module 2 deepens the student’s understanding of the core concepts and covers the most recent developments in the theory and practice of selling and sales management. This includes an understanding of how digital sales practices contribute to sustainable development goals. As part of Module 2, students prepare and enact a simulated sales negotiation. 

After completion of this course, the student understands the process of personal selling and the key requirements for effective sales management. This includes an understanding of how to prepare for a customer encounter and how to enact the key steps of the selling process. The student recognizes the role of multiprofessional collaboration in sales and understands the growing role of digital sales technologies. The student is able to carry out a simulated sales negotiation.

Marketing majors completing their studies according to the old curriculum can take this course instead of YMAS2170 Relationships and Networks, which is no longer included in the 2024-2028 curriculum. This compulsory master level course is only open to marketing majors.

Please note that before attending Module 2, students should complete Module 1, which includes an exam. 

Basic and intermediate studies in marketing

Course textbook, lectures, additional readings assigned by the lecturer.