Kim Friman
For further information please visit Moodle
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.
Sales execution 30%
Workshops 35%
Key Learning Note 35%
Late submission lowers the grade -1
Swedish
28.08.2023 - 31.12.2023
02.07.2023 - 29.09.2023
Faculty of Business
Kim Friman
Degree Programme in Business Administration
0.00 credits
0.00 credits
H-5
Kick-off 23 October at 10.15 am, HG-103
Lectures
Sales Case – FC Inter
Sales and documentation IRL
Workshops
Self studies
Sales Report
Key Learning Note
Does not achieve grade 1 or higher
Basic understanding of sales skills and management combined with poor performance in sales execution, workshops and role play
Good understanding of sales skills and management combined with moderate or good performance in sales execution, workshops and role play
Excellent understanding of sales skills and management combined with good or excellent performance in sales execution, workshops and role play