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IEM019 Industrial Selling 6.0 ECTS credits | |
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TIMEPERIOD: QIV LANGUAGE:Swedish EXAMINER Lennart Persson Univ lekt PREREQUISITES IEM008 and IEM002 or equivalent. 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, seminars, group assignments and cases. EXAMINATION Group assignments, case studies and project work. Presence during compulsory sessions is required. COURSE GRADE SCALE: U,3,4,5 ITEMS/CREDITS | |
| Compulsory tests and assignments | 6.00ECTS |
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COURSE LITERATURE To be announced later. REMARKS |
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