30230 - PERSONAL SELLING
CLEAM - CLEF - CLEACC - BESS-CLES - BIEMF
Course taught in English
Go to class group/s: 31
This course deals with personal selling. After reviewing the major trends in the evolution of the role played by salespeople in nurturing relationships with customers, methods and practical tools to make sales-related decisions and manage customer relationships are presented.
The goal of this course is twofold:
- helping students getting a deep and comprehensive understanding of managerial approaches and tools that salespeople can adopt for establishing long-lasting relationships with customers, while maximizing efficiency in selling processes;
- fostering analytical, behavioural and decision-making skills of the students, by means of the use of theoretical models, role plays and decision-support tools.
The role and contribution of salespeople in the selling firm’s processes are addressed.
The focus is on the following topics:
- Managing the selling process: from transaction to relationship
- The changing role, nature and activities of salespeople and sales managers
- Key competencies, skills and behaviours of salespeople
- Managing interpersonal relationships with customers
- Listening skills
- Negotiation skills
Written exam with open questions, multiple choice questions, short exercises.
Attending students
- B. A. Weitz, S. Castleberry, J. Tanner, Selling: Building Partnerships, McGraw-Hill Irwin, 7th Edition
- Slides by the Professors
Non - attending students
- B. A. Weitz, S. Castleberry, J. Tanner, Selling: Building Partnerships, McGraw-Hill Irwin, 7th Edition