EMS 3684 Real Estate Marketing - RE-SIT EXAMINATION
The course was lectured last time spring 2019. Re-sit exam is offered autumn 2019 and spring 2020.
The course will provide students with knowledge of sales and marketing of real estate and real estate services, and associated legal regulation.
The course aims to give students in-depth knowledge of central aspects of service marketing that are relevant for real estate studies. The course includes the subject areas information related and consumer behaviour, sales and sales management, marketing research as well as service management. Lectures, student guidance and assignments shall as far as possible incorporate the particular characteristics of the real estate business and law.
The target of the course is to raise the knowledge of the students to a level where they are able to plan and take responsibility for their own marketing and selling effort in a legal and ethical way.
- To comprehend what it means in practice to gain the competence that enables the student to function as a professional sales person and a sales manager.
- Get the competence that enables the student to establish and develop customer relations.
- In order to secure learning it is emphasised that the student should be prepared for class, to that effect cases will be distributed before each lecture and are supposed to be solved before the lecture in question.
- The students must be made able to contact prospects and to go through a sales process.
- Be able to single handed develop a sales plan that fulfil the activity targets set by the sales manager, and make a plan for building customer relationships.
- During the course the student must understand that the sales person is indispensable to the company, and at the same time is an active brand builder towards new and existing customers.
- Through a professionalising process the course shall establish a critical and constructive attitude to sales, and during the course develop good understanding for the ethical and legal sides of the sales process.
1. Juridical topics
Legal rules on the practice of the real estate profession, including the new Estate Agency Act, regulation of real estate agencies, rules on marketing and ethical rules.
2. Sales and Marketing related topics
- Service management
- Personal Sales and Sales Planning
- Ethics in professions
- Power of influence - Effective techniques
The course runs over one semester with a total of 84 teaching hours. Teaching is conducted through lectures, teamwork and practical exercises. Assignments and cases will also be handed out, to be solved individually.
As part of the teaching programme the students are divided into small discussion groups and will work on assignments associated with each topic. The assignments will be discussed and reviewed in class after the discussion group work. The lecture form of teaching requires that the students before each lecture have studied the syllabus and the rules of law for the topic in question. The students are required to bring the code of laws and other study aids to the lectures and become familiar with them while studying the various topics. Parts of the syllabus must be studied through self-tuition.
Students will have the opportunity to submit a written work in marketing topics and juridical topics for correction and feedback.
Higher Education Entrance Qualification.
The student must have completed the two first years of Bachelor in Real Estate or equivalent.
|Exam category||Weight||Invigilation||Duration||Grouping||Comment exam|
Form of assessment:
Internal and external examiner
Examination every semester
|100||No||1 Week(s)||Group/Individual (1 - 3)|
|Form of assessment:||Written submission|
|Grouping (size):||Group/Individual (1-3)|
|Resit:||Examination every semester|
Teaching on Campus
Other in classroom
Prepare for teaching
Student's own work with learning resources
A course of 1 ECTS credit corresponds to a workload of 26-30 hours. Therefore a course of 15 ECTS credit corresponds to a workload of at least 400 hours.