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IEM332 Personal Selling 7.5 ECTS credits | |
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TIMEPERIOD: QIV LANGUAGE:Swedish EXAMINER Lennart Persson Univ lekt PREREQUISITES Business Administration CI, marketing 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, presentation of cases, project work and a written test. Presence during compulsory sessions is required. COURSE GRADE SCALE: U, G, VG ITEMS/CREDITS | |
| Comulsory tests and assignments | 7.50ECTS |
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COURSE LITERATURE It's available on the divisions homepage, at latest 3 weeks before the course starts. REMARKS |
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