Subject 'Active Sale'

Year:   2015/2016    2016/2017    2017/2018    2018/2019    2019/2020    

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.

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.

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.

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.

2020: AE*  ET*  LO*  OK*  RR  TD  

2019: AT*  ET*  OK*  RR  TD  TL*  

2018: OK*  RR  TK  

2017: TK  TT*  

2016: TK  TT*  

2015: TT*  

2014: AT  TT*  

2013: AT  TT*  

2012: AT  TI*  

2011: AT  TI*  

2010: AT  LI*  TI*  

2009: AT  LI*  TI*  

2008: AT*  LI*  TI*  

2007: AT*  LI*  TI*  

2006: AT*  LI*  TI*  

2005: AT*  LI*  TI  

2004: AT*  LI*  TI  

* Optional subject