30230 - PERSONAL SELLING
CLEAM - CLEF - CLEACC - BESS-CLES - BIEMF
Course taught in English
Go to class group/s: 31
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 and effectiveness 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.
Key competencies, skills and behaviours of salespeople.
Managing interpersonal relationships with customers.
For Attending and Non - Attending students:
There is no midterm exam. Mix of open questions, multiple choice questions and short exercises (it is recommended to bring a calculator).
Attending students must prepare all materials used in class (e.g. cases and guest speakers sessions, too) and the related book chapters.
Non attending students must prepare all book chapters.
For attending students:
- S. CASTLEBERRY, J. TANNER, Selling: Building Partnerships, McGraw-Hill Irwin, 9th Edition (only the chapters discussed in class).
- Slides by the Professors.
For non attending students:
- S. CASTLEBERRY, J. TANNER, Selling: Building Partnerships, McGraw-Hill Irwin, 9th Edition.
The distinction between attending and non attending students is valid only for the exam sessions in December (exchange students only), January and February.