Selling and Sales Management (5 cr)

Evaluation scale

0-5

Content scheduling

1. Sales Management & operational sales, sales strategy, processes and digitality
2. Digital Sales; how to do prospecting?
3. Digital Sales in practise (case-example/visitor)
4. Social Selling

Objective

Purpose of the course
This course helps you to understand the kew significance of sales and sales management for the service business and how to solve sales-realted problems.

Competences
Learning to learn
Operating in a workplace
Ethics
Proactive development
Learning outcomes
You understand the purpose of selling and sales management for the company and for the society. You know the core concepts, methods and theories of selling. You can describe different kinds of selling processes models and you can resolve problems. You know how to apply the technics of questioning in B2B sales meetings. You know how to evaluate your own selling skills and how to draw up a personal sales development plan. You are able to plan, implement and monitor the company's profitable sales management with the help of the marketing. You demonstrate your ability to solve problems in area of sales management.

Content

The course contents include the following competencies in B2B: sales and customer management skills, sales force planning, hiring, recruitment, training and motivation issues, sales organization in the organizing and development-related factors and also the integration of sales and marketing, successful sales performance management, which includes planning, organizing, controlling and developing.

Location and time

100% online.

Materials

Jobber, D. & Lancaster G. 2015. Selling and Sales Management. 10th ed. Pearson. Cron, L. W. & DeCarlo, T. E. 2010. Sales Management: concepts and cases. 10th ed. Willey. Journal of Personnel Selling & Sales Management. Journal of Personal Selling & Sales Management. International Journal of Academic research.

Teaching methods

Intensive course (in the spring) which consists of four online lectures and development assignment.

Exam schedules

No exam, development assignment 100%.

Completion alternatives

Recognition of prior learning (RPL) can be obtained on the basis of prior learning. Recognition of prior learning is subject to an application which correctly points out the competencies consistent with the course objectives. In addition, a proof of the successful completion of the development assignment is required.

Student workload

Virtual study 20 h, independent study and assignments 115 h, in total (135 h)

Assessment criteria, satisfactory (1)

Adequate 1
You differentiate between and classify key sales concepts. You understand the theory and methods of sales and sales management and describe the implementation with reference to them. You discuss the subject from different perspectives. You present principal results and development suggestions. You develop the organisation from the point of view of your work role. You take responsibility for your own work. You evaluate your competence and recognise your principal development target. You report illustratively, but the report contains certain illogicalities and shortcomings. You write unstructured text with numerous different repeated language and style errors.
Satisfactory 2
You apply a theory of sales that is delineated from the point of view of your topic. You select and define the key sales concepts. You find a solution to the problem and illustrate the results with examples. The examples exhibit understanding and independent thinking that is connected to theory. You are able to cooperate in a responsible manner in a problem-solving situation and take responsibility for a colleague’s work. You evaluate your own competence with the help of examples. You report in a logical and illustrative manner, but the report exhibits certain shortcomings. You write text that is partly unstructured and exhibits numerous different language and style errors.

Assessment criteria, good (3)

Good 3
You analyse essential and well-delineated theory and concepts of sales and sales management and justify their choice. You demonstrate an ability to follow and analyse the development and/or research in the sales and sales management area of expertise. You lead or plan a research, development or innovation project in which you apply new methods. You develop the operations of the organisation by finding an alternative solution. You combine theory and practice. You evaluate and substantiate your own competence and are capable of developing it. You report in a logical and illustrative manner, substantiating the points you make. You write structured text with occasional language and style errors.
Very good 4
You outline a coherent whole of the key theory and concepts of sales and sales management, which you reflect upon critically. You analyse, follow and discuss the development of, and international research in, the sales area of expertise. You lead or plan a research, development or innovation project in which you resolve a practical problem. You assess the process and the outcome by mirroring them against usability and theory. You reflect your competence and development. You report in a logical, analytical and competent manner. You write structured text in fluent and almost error-free formal style.

Assessment criteria, excellent (5)

Excellent 5
You produce new perspectives or knowledge on sales and sales management. You assess and interpret critically the development of professional fields and international research knowledge on sales. You reflect upon the matter at the societal level. You define the key concepts related to special competence in sales in relation to one other. You show development responsibility for increasing new knowledge and practices in your own professional field and for goal-oriented learning in your own organisation. You lead a research, development or innovation project in which you produce and analyse new knowledge and revise operating practices in the changing operating environment of your field. You assess, analyse, compare and substantiate the process, its outcome and its action proposals that are linked to the set objectives and criteria. You assess the development of your competence critically, comprehensively and in a diverse way. You report convincingly, presenting a logically coherent whole in which you combine things in a new way. You demonstrate critical thinking. You write in an argumentative, insightful and error-free formal style.

Qualifications

The student has a bachelor´s degree.

Further information

100 % development assignment.