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The first component of the course deals with how people's attitude to themselves, their profession and relation to other people affects the anticipated sales result. Confidence-creating measures, basic ethical values, relation-oriented sales and customer benefit are discussed. Key words are intention, motivation and communication.

The second component has a focus on sales techniques and the need for adapted communication. The effects of the sales person's behaviour and approach on the customer are presented, as are tools to perform the effective sales talk. Practical training in fictive communication and sales exercises is included.

The third component places the sales process in the general business administration context and emphasises the centrality of sales techniques and ethics to business marketing.

The fourth component deals with the specific sales situations that real estate agents are placed in, from marketing themselves and their business to the closing of a real estate deal.

Progressive specialisation: G1F (has less than 60 credits in first‐cycle course/s as entry requirements)

Education level: Undergraduate level

Selection:

Selection is usually based on your grade point average from upper secondary school or the number of credit points from previous university studies, or both.

This course is included in the following programme

• Real Estate Management (studied during year 3)