Before choosing course

Course contents

• Concepts, methods, models and approaches in industrial marketing
• Market information; primary and secondary data
• Negotiation skills
• Presentation skills
• Market plan for a product in the producer market
• Law of marketing and competition

Intended learning outcomes

Marketing implicates adaption of the company's operations to customer needs. The overall aim of the course is to give the students basic knowledge of various marketing tools, modern industrial marketing and its special conditions and characteristics in relation to shopper marketing in both the sales and purchasing stages, as well as how these skills are transformed into strategic and practical action in marketing of technical products and services in the engineer's future practice. The commercial deliberation includes consideration of aspects in sustainability, ethics and gender equality.

On completion of the course, the student should be able to:

• account for and use concepts, methods and models that characterize modern industrial marketing
• retrieve relevant information in order to perform an applied analysis, where the result is based on relevant theory, empirical data and strategic analysis
• orally, and in writing, present a marketing plan
• conduct a negotiation where the student deliberately uses different strategies by asking questions, arguing and responding to objections

Course Disposition

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Specific prerequisites

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Recommended prerequisites

ML1030 Industrial Economics and Organisation or equivalent

Equipment

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Literature

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If the course is discontinued, students may request to be examined during the following two academic years.

Grading scale

A, B, C, D, E, FX, F

Examination

• PRO1 - Project, 4,0 hp, betygsskala: A, B, C, D, E, FX, F
• TEN1 - Written examination, 3,0 hp, betygsskala: A, B, C, D, E, FX, F
• ÖVN1 - Exercises, 0,5 hp, betygsskala: P, F

Based on recommendation from KTH’s coordinator for disabilities, the examiner will decide how to adapt an examination for students with documented disability.

The examiner may apply another examination format when re-examining individual students.

Opportunity to complete the requirements via supplementary examination

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Opportunity to raise an approved grade via renewed examination

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Examiner

Claes Hansson

Ethical approach

• All members of a group are responsible for the group's work.
• In any assessment, every student shall honestly disclose any help received and sources used.
• In an oral assessment, every student shall be able to present and answer questions about the entire assignment and solution.

Course web

Further information about the course can be found on the Course web at the link below. Information on the Course web will later be moved to this site.

Offered by

ITM/Sustainable Production Development

Main field of study

Industrial Management, Technology

Education cycle

First cycle

Add-on studies

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