COURSE SYLLABUS

Sales and Ethics 7.5 credits

Försäljning och etik
First cycle, U0008N
Version
Course syllabus valid: Spring 2019 Sp 3 - 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

Last revised
by 10 Jan 2019

Grade scale
U G#
Subject
Business Administration
Subject (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



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
Due to similar content, the course can not be included in a degree together with the courses M0010N or other courses with similar content.

Examiner
Åsa Wallström

Transition terms
The course U0008N is equal to M0010N

Literature. Valid from Autumn 2018 Sp 1 (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

Modules
CodeDescriptionGrade scaleHPStatusFrom periodTitle
0001Compulsory tests and assignmentsU G#7.50MandatoryA18