30230 - PERSONAL SELLING
CLEAM - CLEF - CLEACC - BESS-CLES - WBB - BIEF - BIEM
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.
Written 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.