TTK University of Applied Sciences
TTK University of Applied Sciences
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Curriculum subjectActive Sale
| Subject |
| Subject code |
TLM001 |
| Subject name |
Active Sale |
| Credit points |
0 CP |
| Grading method |
Grade prelim |
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| Curriculum subject |
| Curriculum |
2004 AT |
| Study year |
4 |
| Semester |
Fall semester |
| Subject type |
Optional |
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Subject loads
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| Lecture |
8 |
| Practice |
24 |
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| General description |
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Overview of the bases of sales work. Relations of sales work with other processes taking place in an enterprise. Best practice of communicating with customers. Analysis of sales work.
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| General aim |
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The aim of the course is: to explain the levels of purchase-sale process and the parties, and their interactivity; to teach the techniques of leading a conversation, listening and questioning, and basic rules in the work with customers.
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| Aim |
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Student after completing the course is aware of relations of sales work with other fields. Thus he/she can proceed from major behavour models while working with customers. Student can communicate, make presentations; can model different behavours in sales work.
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| Literature |
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| 1. Fischer, R. Ury. (1992). Kuidas võita vaidlusi ja läbirääkimisi. Tartu. Fontes; 2. Lewicki, R., Saunders. D. Minton, J. W. (1999). Läbirääkimiste põhitõed. Tartu, Fontes; 3. Richard D. Lewis (1996). Tõlkinud T. Aug. 1999, Kultuuridevahelised erinevused, Tallinn, Tea kirjastus; 4. Krips, H. (2003). Suhtlemisoskustest õpetamisel ja juhtimisel, Tartu Ülikooli Kirjastus. |
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| Current rounds |
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| None |
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