Advanced B2B Sales (5 cr)
Code: MS00BP63-3003
General information
Enrollment
02.12.2021 - 31.12.2023
Timing
01.03.2023 - 23.12.2024
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Teaching languages
- English
Seats
0 - 35
Degree programmes
- Master of Business Administration, Sales Management
Teachers
- Otieno Mbare
Groups
-
YSMANK22
Objective
After completing the course, the student is able to
-Recognize the contemporary sales trends and approaches
-Manage and lead sales personnel in value creating selling processes
-Utilize appropriate sales methods and tools
-Develop and lead oneself
Content
-Contemporary sales trends and approaches
-Value selling
-Team selling
-Coaching as a managerial approach
-Self and Time Management in sales
Materials
Will be announced later!
Teaching methods
Face-to-face teaching
Team work
Group Discussions
Team presentations
Student workload
Workload = 133 hrs
Content scheduling
Contemporary sales trends and approaches
-Value selling
-Team selling
-Coaching as a managerial approach
-Self and Time Management in sales
Evaluation scale
H-5