COURSE SYLLABUS

M7021N Negotiations and sales calls, 7.5 Credits
Förhandlingar och affärssamtal

Valid for
The version indicates the term and period for which this course syllabus is valid. The most recent version of the course syllabus is shown first.

Syllabus established
by Head of the Department of Business Administration and Social Sciences 19 Feb 2010

Last revised
by Director of Undergraduate Studies Bo Jonsson, Department of Business Administration, Technology and Social Sciences 18 Feb 2013

Education level
Second cycle
Grade scale
U G#
Subject
Business Administration
Subject group (SCB)
Business Administration

Entry requirements

General entry requirements, second cycle

Specific entry

Knowledge and abilities in quality development, marketing, organizational management, management control and logistics equivalent to the aims of T0008N, K0001N, M0004N, O0019N, R0001N, T0002N och G0008N or R0008N, R0009N, M0015N, O0017N, M0024N, R0007N and O0008N.


Course Aim
The aim of the course is that the students will develop an understanding of selling and negotiations and the ability to carry out sales calls and business negotiations.

After passing the course the student shall be able to:
- explain and apply concepts in the areas of personal selling and negotiations
- plan and analyze the sales function with the help of theories
- plan for sales calls and negotiations with the help of theories within personal selling and negotiations
- carry out sales calls and negotiations with the help of theories within personal selling and negotiations
- evaluate sales calls and negotiations with the help of theories within personal selling and negotiations

Contents
The course deals with theories within personal selling and negotiations and how organizations can plan, carry out and evaluate sales calls and negotiations. The course further deals with the role and responsibilities of the sales person and the cooperation between the sales function and other functional areas within the company.

Realization
The course contains lectures, group work and practical training. The course contains project work in contact with business sector, and business sector based cases.

Examination
Via written test the student must demonstrate ability to
- explain and apply concepts in the areas of personal selling and negotiations
- plan and analyze the sales function with the help of theories
- plan for sales calls and negotiations with the help of theories within personal selling and negotiations
- evaluate sales calls and negotiations with the help of theories within personal selling and negotiations
In seminars and practical training the student must demonstrate ability to
- explain and apply concepts in the areas of personal selling and negotiations
- plan and analyze the sales function with the help of theories
- plan for sales calls and negotiations with the help of theories within personal selling and negotiations
- carry out sales calls and negotiations with the help of theories within personal selling and negotiations
- evaluate sales calls and negotiations with the help of theories within personal selling and negotiations

Presence during compulsory sessions is required.

Remarks
Students must register for the courses themselves, or contact ETS educational administration eduets@ltu.se, not later than five days after the quarter commences. Failure to do so can result in the place being lost. This rule also applies to students with a guaranteed place.

Examiner
Lars Bäckström - Senior Lecturer

Literature. Valid from Autumn 2013 Sp 1 (May change until 10 weeks before course start)
Jobber & Lancaster, latest edition, Selling and Sales Management, Prentice Hall
Literature might be added. Course literature can be revised until three weeks before start of course.

Available in full text
Jobber, D. & Lancaster, G. (2009). Selling and sales management [Elektronisk resurs]. (8. ed.) Harlow: Prentice Hall Financial Times.

Course offered by
Department of Business Administration, Technology and Social Sciences

Items/credits
NumberTypeCreditsGrade
0001Compulsory tests and assignments7.5U G#

Contact
Lars Bäckström IES-FV, lars.baeckstrom@ltu.se, 0920-49 24 03

Study guidance
Study guidance for the course is to be found in Fronter two weeks before the course starts. Students applying for single subject courses get more information in the Welcome letter.


 
Luleå University of Technology