Study Guide

Objective

In this course the student will focus on the central purchasing and sales operations. The student is then able to
- define the key concepts of personal selling and purchasing

- recognize the main areas of competence in sales and purchasing

- describe the basic operations of a sales and purchasing organization

- give a sales presentation for a target group

Materials

Selling, Building Partnerships; Stephen B. Castleberry and John F. Tanner Jr; Ninth edition, 2014. Other materials given during the course

Teaching methods

Lectures, Group working, reading and exam

Exam schedules

Will be informed as the course begins.

International connections

Basic theory on purchasing and sales is given by lecturing and reading. In connection to the materials, students will be divided into working groups (4 members +/-1 each). These teams will present their outcome, while the other students form an audience for listening, understanding, asking and discussing. At the end of the course the key elements will be iterated followed by an exam.

Completion alternatives

None. Be present at the lectures and participate in the Group working.

Student workload

2+2 points totally about 50 + 50 hours worth of active doing.

Content scheduling

In this course the student will focus on the central purchasing and sales operations. The student is then able to
- define the key concepts of personal selling and purchasing
- recognize the main areas of competence in sales and purchasing
- describe the basic operations of a sales and purchasing organization
- give a sales presentation for a target group

Further information

Time is your most precious asset. Do not waste it. Manage your time so, that you will be able to participate the lectures. Absence allowed only in case of sickness and disease or other comparable serious reason. Even in such a case, the absence need to be informed to the lecturer in advance. Not doing so, may lead to dismissal of the course accomplishment.

Evaluation scale

H-5