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Processes and Strategic Development of Sales

Processes and Strategic Development of Sales

Code: SAL4HM101
Scope: 5 ECTS (135 h)
Timing: 1st semester
Language: English
Curriculum: Master Curriculum

Starting level and linkage with other courses

No prerequisites.

Replacements

No replacements.

Learning objectives and assessment

Passed courses are assessed on a scale of 1 to 5. The assessment criteria are presented for grades 1, 3 and 5.

Grade 1
The student understands the role and strategic relevance of sales and can name the essential sales processes and tools. The student recognises the strategic goals of sales and can define the basic elements of strategic customership. S/he can describe the essential methods of personal sales and coaching principles. The student can set sales goals and recognise the main elements of value creation. The student knows the digital tools to be used sales.

Grade 3
In addition to the competences described in Grade 1, the student describes and analyses the role and strategic relevance of sales. S/he masters the essential sales processes and tools and is able to develop sales processes. The student can set strategic sales goals and define strategic customership and apply the methods of personal sales, the psychology of sales competence and the principles of coaching. The student can set and evaluate sales goals and outcomes and knows the principles of value creation in sales. S/he can utilise the key digital tools of sales. The student can analyse and develop strategic sales in an organisation.

Grade 5
In addition to the competences of Grade 1 and 3, the student analyses, sets and measures the strategic goals of sales and develops strategic customerships. S/he masters sales processes and tools and is able to comprehensively develop sales processes and methods. S/he can apply the methods of personal sales, the psychology of sales competence and the principles of coaching. The student thoroughly analyses and assesses sales goals and outcomes and masters the principles of value creation in sales. The student masters the digital tools of sales. S/he can expertly analyse and develop strategic sales in an organisation.

Course contents

  • Sales processes in BtoB, BtoC and CtoC sales
  • Strategic goals of sales and customerships
  • Sales models, methods and digital tools
  • Negotiation techniques, interaction skills and the psychology of sales competency
  • Coaching
  • Sales budgeting, goal setting and measuring
  • Value creation and value promises

Learning methods

Depending on the implementation, learning takes place in contact lessons, as independent studies, teamwork and/or online-studies. The course includes the assessment of one’s own learning.

Recognition of prior learning (RPL)

If students have acquired the required competence in previous work tasks, recreational activities or on another course, they can demonstrate their competence by presenting their skills and thus progress faster through their studies. More information and instructions for recognising and validating prior learning (RPL) are available at MyNet.

Cooperation with the business community

The studies and learning assignments seek to mirror everyday business in corporations and other organisations. Students can apply their learning within their current work environment.

International dimension

Depending on the implementation. Students’ backgrounds and work environments will bring an international perspective to the course. Internationality can also be present through case studies, books, articles and assignments.

Teachers

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