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Course Catalog 1999/2000


Business Adm and Social Science

IEM332 Personal Selling 7.5 ECTS credits

TIMEPERIOD:
QIV

LANGUAGE:

EXAMINER
Lennart Persson Univ lekt


PREREQUISITES
Business Administration CI, marketing 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, presentation of cases and project work. Presence during compulsory sessions is required.

COURSE GRADE SCALE: U, G, VG

ITEMS/CREDITS
Comulsory tests and assignments 7.50ECTS

COURSE LITERATURE
To be announced later.

REMARKS


Valid for the academic year 1999/2000.

Web Editor: Karin.Lindholm@dc.luth.se


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LULEÅ UNIVERSITY OF TECHNOLOGY
University Campus, Porsön, 971 87 Luleå. Tel. +46 (0) 920-91 000, fax +46 (0) 920-91 399
Last edited 1999-12-15