2019/2020 BA-BHAAV1811U Sales and Pricing Methods
English Title | |
Sales and Pricing Methods |
Course information |
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Language | English |
Course ECTS | 7.5 ECTS |
Type | Elective |
Level | Bachelor |
Duration | One Quarter |
Start time of the course | First Quarter |
Timetable | Course schedule will be posted at calendar.cbs.dk |
Max. participants | 75 |
Study board |
Study Board for BSc in Economics and Business
Administration
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Course coordinator | |
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Administrative contact information: student hub | |
Main academic disciplines | |
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Teaching methods | |
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Last updated on 08-03-2019 |
Relevant links |
Learning objectives | ||||||||||||||||||||||||
At the end of the course the student should be
able to:
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Course prerequisites | ||||||||||||||||||||||||
None. However understanding of marketing,
strategy and basic finance is an advantage. The course expands
further on the mandatory Marketing Course of Ha. Almen but outside
students can also attend, as this deals in more detail with the
sales function as such and the issues and challenges in applied
sales work. Furthermore the course spends time on actual pricing
strategies which is an application of the principles known from
intermediary micro economic.
Please note that the elective course is reserved for HA students, who wish to write their bachelor project in this elective course. |
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Examination | ||||||||||||||||||||||||
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Course content, structure and pedagogical approach | ||||||||||||||||||||||||
Sales are 100% of a going business. This course aims to introduce students to the method of sales in various commercial settings. The course aims to combine theory with practice and provide hands-on tools that are well founded in theory, while highlighting contemporary challenges as well. Besides sales methods for various segments, the course also aims to provide insight into strategic price setting and how to manage sales departments and financial pipeline reporting. The course consist of lectures based on readings, a large quantity of external guests and a tools and assignment seminar. The course is of primary interest to students who wants to pursue a career in sales or with elements of sales (like startups or banking). It can also be relevant for more generic business development or marketing aspirations, as well as financial business modeling. The job market is increasingly requesting sales knowledge and many functions in today’s originations touch on sales. This course will give the participants the prerequisite to quickly learn how sales and price setting is done in specific industry settings.
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Description of the teaching methods | ||||||||||||||||||||||||
Each class will have an overall subject taught by
the teacher. For this subject a given body of literature is
selected and the students are expected to read it for class
discussion purpose, practical insights are also welcome if they are
relevant, and not overly theoretical. The idea is to build a common
level of subject understanding.
Most classes will have a relevant external speaker. This speaker will not be required to know the lecture literature, but will be required to speak over a preset list of questions. The course will also include a workshop day where practical sales tools are worked over in assignments in groups and plenum. It is unlikely a student who does not attend this will be able to pass the course. All students that take the exam will be invited to an exclusive CBS Sales Excellence Linkedin Group. |
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Feedback during the teaching period | ||||||||||||||||||||||||
As part of the workshop students learn to give and receive feedback, which is used in class. | ||||||||||||||||||||||||
Student workload | ||||||||||||||||||||||||
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Expected literature | ||||||||||||||||||||||||
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