Luleå University of Technology
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Course Catalog 01/02


Business Adm and Social Science

IEM019 Industrial Selling 6.0 ECTS credits

TIMEPERIOD:
QIV

LANGUAGE:Swedish

EXAMINER
Lennart Persson Univ lekt


PREREQUISITES
IEM008 and IEM002 or equivalent.

COURSE AIM
The course will give students a better knowledge of
- buyer- and seller relationships
- personal selling in different situations
- sales talks and business negotiations



CONTENTS
The course deals with how to manage business relations in different marketing situations. The role of personal selling as a mean of competition will be discussed with focus on situations in which selling firms creates long-term relations to customers. The course also deals with how to plan and carry out sales talks and business negotiations.



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

COURSE LITERATURE
It's available on the divisions hompage, at latest 3 weeks before the course starts.

REMARKS
Valid for the academic year 01/02.

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 2001-12-17