Study Guide

Objective

The Student:
- knows how to manage sales processes and sales tools. 
- masters planning and following up on sales. 
- is familiar with sales strategies and negotiation techniques.
- develops a sales competence.
- understands the legal and ethical aspects of sales. 

Content

Further details will be published in the actual course plan. The course may change yearly.

Location and time

Kick-off 10 February 2023, HG-104

Materials

For further information please visit Moodle

Teaching methods

A combination of lectures, workshops and trainings during which the student gets the opportunity to practice sales skills and management. Lectures will cover sales theories and processes. Guest lecturer(s) might become actual.
During workshops and trainings the idea is to learn how to plan and execute sales activities by identifying pains and opportunities among customers for the creation of value propositions.
Understanding customers’ decision making processes, and with that, managing different sales situations, such as cold calling, objection handling and deal negotiations. Setting and managing targets and metrics for the sales team.
Workshops will include preparations and role play for sales execution in real-life via an assignment from a client. Primary focus will be in B2B sales.

Student workload

Lectures and workshops
Self studies
Assignments
Key Learning Note

Evaluation scale

H-5

Assessment criteria, satisfactory (1)

Further details will be published in the actual course plan. The course may change yearly.

Assessment criteria, good (3)

Further details will be published in the actual course plan. The course may change yearly.

Assessment criteria, excellent (5)

Further details will be published in the actual course plan. The course may change yearly.

Assessment criteria, approved/failed

Further details will be published in the actual course plan. The course may change yearly.

Assessment methods and criteria

Sales execution 25%
Workshops 25%
Key Learning Note 50%

Late submission lowers the grade -1

Assessment criteria, fail (0)

Does not achieve grade 1 or higher

Assessment criteria, satisfactory (1-2)

Basic understanding of sales skills and management combined with poor performance in workshops and role play

Assessment criteria, good (3-4)

Good understanding of sales skills and management combined with moderate or good performance in workshops and role play

Assessment criteria, excellent (5)

Excellent understanding of sales skills and management combined with good or excellent performance in workshops and role play

Qualifications

Customer relation management basic knowledge

Further information

Further details will be published in the actual course plan. The course may change yearly.