2025/2026 KAN-CSAAO1002U Professional Selling
English Title | |
Professional Selling |
Course information |
|
Language | English |
Course ECTS | 7.5 ECTS |
Type | Mandatory |
Level | Full Degree Master |
Duration | One Quarter |
Start time of the course | First Quarter |
Timetable | Course schedule will be posted at calendar.cbs.dk |
Study board |
Study Board for Markets & Innovation
|
Course coordinator | |
|
|
Main academic disciplines | |
|
|
Teaching methods | |
|
|
Last updated on 27-06-2025 |
Relevant links |
Learning objectives | ||||||||||||||||||||||
After the course, the student should be able to:
|
||||||||||||||||||||||
Prerequisites for registering for the exam (activities during the teaching period) | ||||||||||||||||||||||
Number of compulsory
activities which must be approved (see section 13 of the Programme
Regulations): 1
Compulsory home
assignments
1 of 2 group reports on sales-related tasks submitted and approved In this course, students will work in groups of 4–5 on two sales-related tasks. These tasks will require students to apply the methods and tools introduced throughout the course. During in-class sessions, students will have the opportunity to receive guidance and feedback from both faculty and guest lecturers. Each sales-related task will come with a specific deadline. For one task, feedback will be provided by a faculty member; for the other, peer-to-peer feedback will be given. The aim of these tasks is to help students develop practical sales skills while encouraging them to reflect on the real-world applicability of the theories, concepts, methods, and tools discussed in class. These compulsory activities serve as preparation for the final exam. Students do not have additional opportunities to get compulsory activities approved prior to the ordinary exam. If a student has not fulfilled the required number of compulsory activities or has been ill, they will not be able to take the ordinary exam. If a student still has not received approval for the required number of mandatory activities prior to the retake examination and meets the requirements set forth in the academic regulations, an extra assignment is possible. This consists of a 5-minute video pitch reflecting on sales workshop that was part of the course. |
||||||||||||||||||||||
Examination | ||||||||||||||||||||||
|
||||||||||||||||||||||
Course content, structure and pedagogical approach | ||||||||||||||||||||||
|
||||||||||||||||||||||
Research-based teaching | ||||||||||||||||||||||
CBS’ programmes and teaching are research-based. The following
types of research-based knowledge and research-like activities are
included in this course:
Research-based knowledge
Research-like activities
|
||||||||||||||||||||||
Description of the teaching methods | ||||||||||||||||||||||
This course is offered in a blended learning
format that combines on-demand online content (e.g., recorded
lectures, small group activities, online quizzes), live online
lectures with in-class discussions, and workshops (e.g., guest
lectures and role-plays).
The class is guided by the philosophy of active learning, which is integrated into a sales project that students will work on throughout the course. Prior to almost every session, students will receive the required reading and assignment for the sales project. Class sessions will consist of plenary discussions, guest lectures, and group work (the instructor will go from group to group and provide feedback on the intended application of the theories to their sales project). |
||||||||||||||||||||||
Feedback during the teaching period | ||||||||||||||||||||||
The course design follows a proactive feedback
philosophy by mirroring the exam format in advance. Students are
repeatedly exposed to the learning objectives through sales-related
tasks that reflect the types of questions they can expect on the
exam. Twice during the course, students are required to submit
these tasks, which then serve as the basis for both detailed
instructor and peer feedback.
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 reinforce what they have learned in the course and prepare for the actual exam. In the final debriefing session, the material is recapped, overarching feedback is provided. |
||||||||||||||||||||||
Student workload | ||||||||||||||||||||||
|
||||||||||||||||||||||
Expected literature | ||||||||||||||||||||||
A detailed list of academic articles will be provided to students via Canvas page. Examples of the articles may include:
Habel, J., Kadic-Maglajlic, S., Hartmann, N. N., de Jong, A., Zacharias, N., & Kosse, F. (2024). Neuroticism and the sales profession. Organizational Behavior and Human Decision Processes, 184, 104353. https://doi.org/10.1016/j.obhdp.2024.104353
Kadic-Maglajlic, S., Micevski, M., Lee, N., Boso, N., & Vida, I. (2019). Three Levels of Ethical Influences on Selling Behavior and Performance: Synergies and Tensions. Journal of Business Ethics, 156(2), 377–397. https://doi.org/10.1007/s10551-017-3588-1
Lanzrath, A. I., Homburg, C., & Ruhnau, R.-C. M. (2023). Women’s underrepresentation in business-to-business sales: Reasons, contingencies, and solutions. Journal of the Academy of Marketing Science. https://doi.org/10.1007/s11747-023-00988-6
McClure, C. E., Epler, R. T., Schmitt, L., & Rangarajan, D. (2024). AI in sales: Laying the foundations for future research. Journal of Personal Selling & Sales Management, 44(2), 108-127. https://doi.org/10.1080/08853134.2024.2329905 |