Study Guide

Objective

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

Content

- motivate and increase sales
- models and frameworks
- tools and target groups
- leadership and management

Location and time

Kick-off 23 October at 10.15 am, HG-103

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
Sales Case – FC Inter
Sales and documentation IRL
Workshops
Self studies
Sales Report
Key Learning Note

Evaluation scale

H-5

Assessment methods and criteria

Sales execution 30%
Workshops 35%
Key Learning Note 35%

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 sales execution, workshops and role play

Assessment criteria, good (3-4)

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

Assessment criteria, excellent (5)

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

Qualifications

Basics of Marketing