•   Sales Skills and Management FEK23ÅDM01-3002 02.09.2024-31.12.2024  5 credits  (FEK23D-Å) +-
    Competence objectives of the study unit
    The student:
    - knows the fundamentals of B2B and B2C sales
    - is familiar with sales methods and techniques
    - is able to utilize customer segmentation from a sales perspective
    - understands how to plan and manage sales processes
    Prerequisites
    Basics of Marketing
    Content of the study unit
    - motivate and increase sales
    - models and frameworks
    - tools and target groups
    - leadership and management
    Assessment criteria
    Failed (0)
    Does not achieve grade 1 or higher
    Name of lecturer(s)

    Kim Friman

    Learning material

    For further information please visit Moodle

    Learning methods

    A combination of lectures, workshops and trainings during which the student gets the opportunity to practice sales skills and management. Lectures will cover theories regarding Sales Skills, Sales Management, Sales Processes and MEDDPICC.
    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 a value proposition.
    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 the client, Byrån. Primary focus will be in B2B sales.

    Objects, timing and methods of assessment

    Sales execution 40%
    Workshops and assignments 20%
    Key Learning Note 40%

    Late submission lowers the grade with -1

    Teaching language

    Swedish

    Timing

    02.09.2024 - 31.12.2024

    Enrollment date range

    15.06.2024 - 06.09.2024

    Group(s)
    • FEK23D-Å
    Responsible unit

    Faculty of Business

    Teachers and responsibilities

    Kim Friman

    Degree Programme(s)

    Degree Programme in Business Administration

    RDI share

    0.00 credits

    Share of online studies

    0.00 credits

    Assessment scale

    H-5

    Student's schedule and workload

    Lectures 20h
    Workshops 20h
    Sales Case – Byrån 60h
    Self studies & Key Learning Note 35h

    Assessment criteria
    Failed (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 sales execution

    Assessment criteria – good (3-4)

    Good understanding of sales skills and management combined with moderate or good performance in sales execution

    Assessment criteria – excellent (5)

    Excellent understanding of sales skills and management combined with good or excellent performance in sales execution