| 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.
|
| Examination |
|
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 |
|
Aim
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.
Content
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 |
|
Permalink