| Learning objectives |
- Identify and discuss the role of professional selling in
relation to the overall business and marketing strategy.
- Analyze, select, and apply sales-related models, concepts, and
theories for a given case situation.
- Present argumentation for the relevance of the selected models,
concepts, and theories.
- Critically assess the value and relevance of the concepts,
models, and theories presented throughout the course for a relevant
case.
- Follow academic conventions in their written
assignment.
|
| Examination |
|
Sales
Implementation:
|
| 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 oral exam based on written group
product |
| Number of people in the group |
2-3 |
| Size of written product |
Max. 15 pages |
| Assignment type |
Case based assignment |
| Duration |
Written product to be submitted on specified date and
time.
15 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 |
Winter |
| Make-up exam/re-exam |
Same examination form as the ordinary exam
|
Description of the exam
procedure
|
|
| Course content, structure and pedagogical
approach |
|
Aim
By applying state-of-the-art marketing and sales knowledge,
theories, and tools, students will learn how to choose
the most optimal selling behaviors that effectively
transform and enhance sales negotiations (including
persuasion skills) into actual sales. The course will address both
personal selling and selling through online channels, and will
introduce elements of new technological advances in sales like VR
and AI.Through hands-on experiences with real sales cases you will
learn how sales roles often differ by customer segments, selling
processes, and purchase motives. This knowledge will allow you to
transform sales strategies into implementation plans that
contribute to business performance.
Content
The course will enable you to understand the relationship between
business strategy and sales, and how to convert strategic plans for
sales into actual selling behavior on different levels of an
organization. The focus of the course will be on sales behaviors,
models, ad processes and how to implement strategic sales
throughout an organization. The course will focus on both
theoretical and analytical abilities as well as practical skills in
sales.
Course progression
Sales Implementation is a foundation course in the study
program.
|
|
| Description of the teaching methods |
| Students will be working with a case company
throughout the course. Before each offline session, students are
asked to read the theory, to prepare key ideas about how to apply
the theories of that session to their case, and to prepare
questions they want to discuss in class. The offline class session
consists of a theoretical plenum discussion (students receive
general feedback on theoretical questions in the plenum) and group
work sessions (the teacher 'walks' from group to group and
provides feedback on the group's intended application of
theories to their case company). |
| Feedback during the teaching period |
| The design of the course follows a proactive
feedback philosophy by ex-ante mirroring of the exam assignment.
Students are repeatedly exposed to learning objectives, exam
assignment sub-tasks, online quizzes, and situations during role
plays and lectures. In the exam preparation sessions, students are
debriefed and encouraged to ask for detailed feedback on their own
performance. Hence, they have opportunities for reinforced learning
based on exam-relevant tasks and feedback all along the course, and
well before they enter the actual exam. The final lecture is used
to recap material, provide overarching feedback, and invite
detailed student questions. |
| Student workload |
| Teaching |
33 hours |
| Preparation |
123 hours |
| Exam |
50 hours |
|
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