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2021/2022  KAN-CSAMO1004U  Sales Implementation

English Title
Sales Implementation

Course information

Language English
Course ECTS 7.5 ECTS
Type Mandatory
Level Full Degree Master
Duration One Quarter
Start time of the course Second Quarter
Timetable Course schedule will be posted at calendar.cbs.dk
Study board
Study Board for MSc in Economics and Business Administration
Course coordinator
  • Selma Kadic-Maglajlic - Department of Marketing (Marketing)
Main academic disciplines
  • Communication
  • Marketing
  • Strategy
Teaching methods
  • Blended learning
Last updated on 22-06-2021

Relevant links

Learning objectives
After the course, the student should be able to:
  • 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.
Sales Implementation:
Exam ECTS 7,5
Examination form Home assignment - written product
Individual or group exam Individual exam
Size of written product Max. 15 pages
Assignment type Case based assignment
Duration Written product to be submitted on specified date and time.
Grading scale 7-point grading scale
Examiner(s) One internal 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


By applying cutting-edge marketing and sales knowledge, theories and tools, students will learn how to choose the optimal sales behaviors to effectively convert leads into actual sales. The course covers both personal selling and selling through online channels and introduces elements of new technological advances in sales such as VR and AI. Through hands-on experience with real-world sales cases, you will learn how sales roles are often differentiated by customer segment, selling process, and buying motivation. 



The course will help you critically analyze the steps necessary to translate strategic plans for sales into actual sales approaches at various levels of an organization. The course focuses on sales behaviors, models, and processes and how to implement strategic sales in an organization. The course provides you with theoretical and analytical content as well as the opportunity to build your practical sales skills.


Course progression
Sales Implementation is a foundation course in the study program.

Description of the teaching methods
The teaching methods used in this course rely on active learning, i.e. discussions, small group activities, games, online quizzes, role-plays and assignments to achieve the learning objectives.

Students will work on a given sales project throughout the course. They will have required reading and weekly tasks prior to almost every session that relate to their sales project. In-class sessions will consist of a theoretical plenary discussion and group work sessions (the instructor will "walk" from group to group and provide feedback on the group's intended application of the theories in their sales project).
Feedback during the teaching period
The design of the course follows a proactive feedback philosophy through ex-ante mirroring of the exam questions. Course participants are repeatedly exposed to the learning objectives, weekly tasks that approximate the exam task, online quizzes, and role-plays. In the wrap-up session dedicated to exam preparation, students are debriefed and encouraged to seek detailed feedback on their own performance. This gives them the opportunity to consolidate what they have learned throughout the course and well in advance of the actual exam, using sales project tasks and feedback relevant to the exam. In the final debrief, the material is recapped, overarching feedback is provided, and detailed questions are posed to students.
Student workload
Teaching 33 hours
Preparation 123 hours
Exam 50 hours
Last updated on 22-06-2021