COURSE SYLLABUS

Sales and Ethics 7.5 Credits

Försäljning och etik
First cycle, M0010N
Version
Course syllabus valid: Autumn 2017 Sp 1 - Present
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 Daniel Örtqvist, Department of Business Administration, Technology and Social Sciences 15 Feb 2017

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

Entry requirements

In order to meet the general entry requirements for first cycle studies you must have successfully completed upper secondary education and documented skills in English language


More information about English language requirements


Selection

The selection is based on final school grades or Swedish Scholastic Aptitude Test.



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

After passing the course the student shall be able to:
- explain and apply concepts in the area of personal selling
- plan sales calls
- carry out sales calls
- evaluate sales calls
- describe how ethical concepts and approaches might affect different sales situations

Contents
The course contains theories about personal selling and how to plan, carry out and evaluate sales activities. The course also discusses ethics and how ethical concepts and approaches might affect selling

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

Examination
In compulsory assignments and seminars, the following abilities are examined:
 - explain and apply concepts in the area of personal selling
 - plan sales calls
 - evaluate sales calls
 - describe how ethical concepts and approaches might affect different sales situations

 In seminars and practical training the student must demonstrate ability to:
 - explain and apply concepts in the area of personal selling
 - plan sales calls
 - carry out sales calls
 - evaluate sales calls
 - describe how ethical concepts and approaches might affect different sales situations

 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 three 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.
The course is primarily aimed for students within the programme in Real Estate Brokerage.

Examiner
Åsa Wallström

Literature. Valid from Spring 2017 Sp 4 (May change until 10 weeks before course start)
Rolf Laurelli & Bengt Åke Cras, Handbok för personlig försäljning, Liber, 2011.
Erik Ullsten, BästSäljaren.

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

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

Study guidance
Study guidance for the course is to be found in our learning platform Canvas before the course starts. Students applying for single subject courses get more information in the Welcome letter. You will find the learning platform via My LTU.