2020/2021
KAN-CICOO1010U Business to Business Sales and Relations
Management
| English Title |
| Business to Business Sales and
Relations Management |
|
|
| Language |
English |
| Course ECTS |
7.5 ECTS |
| Type |
Mandatory |
| Level |
Full Degree Master |
| Duration |
One Semester |
| Start time of the course |
Spring |
| Timetable |
Course schedule will be posted at
calendar.cbs.dk |
| Study board |
Study Board for Master of Arts (MA) in International Business
Communication in English
|
| Course
coordinator |
- Christian Schönström-lund - Department of Management, Society
and Communication (MSC)
|
| Main academic
disciplines |
- Communication
- Marketing
- Strategy
|
| Teaching
methods |
|
|
|
Last updated on
30-06-2020
|
| Learning objectives |
- Describe how the alignment of overall company strategy to
concrete sales activities improves company performance
- Analyze and describe the dynamics between sales and marketing
and discuss possible methods to improve the cooperation
- Explain the relationship between the buying and the sales
process and describe possible steps to align these two
- Analyze the personal qualities and types of sales methods
needed in order to perform successfully in different kinds of
business-to-business sales situations
- Propose organizational sales structures, training and
development that enable the execution of strategy
- Apply theories and models to business cases and discuss
advantages and disadvantages of different, possible
solutions
|
| Examination |
|
Business to
Business Sales and Relations Management:
|
| Exam
ECTS |
7,5 |
| Examination form |
Oral exam based on written product
In order to participate in the oral exam, the written product
must be handed in before the oral exam; by the set deadline. The
grade is based on an overall assessment of the written product and
the individual oral performance. |
| Individual or group exam |
Individual exam |
| Size of written product |
Max. 3 pages |
| Assignment type |
Synopsis |
| Duration |
Written product to be submitted on specified date and
time.
20 min. per student, including examiners' discussion of grade,
and informing plus explaining the grade |
| Grading scale |
7-point grading scale |
| Examiner(s) |
Internal examiner and external examiner |
| Exam period |
Summer |
| Make-up exam/re-exam |
Same examination form as the ordinary exam
|
Description of the exam
procedure
The exam takes it point of departure in a 3 page synopsis.
During the exam any subject from the course literature may be
discussed. The student is entitled to 30 minutes of supervision for
the synopsis.
|
|
| Course content, structure and pedagogical
approach |
|
The purpose of this course is to provide an understanding
of the professional business-to-businness sales organization;
from the individual, consultative sales person to aligning strategy
and sales at the C-level.
Students will gain insight into
-
how the individual salesperson succeeds in a complex environment
by using different sales methodologies, communication skills,
business acumen and structured sales processes. The students will
develop a theoretical understanding of the required communication
skills as well as a practical proficiency in consultative
selling and presentation techniques.
- the buying and decision making behavior of organizations and
how to adapt sales processes to the customers' buying
processes.
|
| Description of the teaching methods |
| Lectures and case-discussions |
| Feedback during the teaching period |
| Takes place during lectures, case sessions and
student upload of various, voluntary projects. |
| Student workload |
| Lectures and cases |
54 hours |
| preparation and exam |
100 hours |
|
| Expected literature |
|
Cravens, Le Menier-Fitzhugh and Piercy: The
Oxford Handbook of Strategic Sales and Sales Management
Roberge, Mark: The Sales Acceleration
Formula
Neil Rackham: SPIN Selling
Matthews, Byron and Schenk, Tamara: Sales
Enablement
Frank Cespedes: Aligning Strategy and Sales
|
Last updated on
30-06-2020
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