Engelska Studiehandboken kurser
Business Adm and Social Science
IEM019 Industrial Selling 6.0 ECTS credits
DENNA SIDA FINNS OCKSÅ PÅ SVENSKA
General information about studying at Luleå university
TIMEPERIOD:
LANGUAGE: Swedish
EXAMINER
Esmail Salehi-Sangari Tf prof
PREREQUISITES
COURSE AIM
The aim of the course is to
- provide knowledge about how individuals in the selling organization carries out activities in
order to achieve business agreements, that is knowledge about personal selling.
- provide knowledge concerning planning and execution of business calls.
CONTENTS
The role of personal selling in marketing. Personal selling in different market situations. Different professions in selling. Personal selling focused at creating long and stabile mutual relations with customers. Creation and development of relations through communication. Successful selling demands genuine knowledge of product. The product concept and how products can be positioned. Understanding the problems and needs of the customers require knowledge concerning buying process, buying motives and buying decisions. Finding new customers through prospecting. Planning and execution of business calls. Sales management.
TEACHING
Lectures, case studies and applied exercises.
EXAMINATION
Active participation is required during lectures, case study seminars and applied exercises. The examination is made from performance during case study seminars and applied exercises.
COURSE GRADE SCALE: U,3,4,5
ITEMS/CREDITS
Assignments 3.0ECTS
Case Seminars 3.0ECTS
COURSE LITTERATURE
Manning, G.l. & Reece, B.L., 1992, Selling Today. An Extension of the Marketing Concept,
Allyn and Bacon.
IES, Praktikfall i industriell försäljning.
REMARKS
Last modified : 97-12-02
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