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

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 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, or, alternatively via the student's own team's company. Primary focus will be in B2B sales.

Student workload

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

Evaluation scale

H-5

Assessment methods and criteria

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

Late submission lowers the grade with -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

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

Qualifications

Basics of Marketing