Technical Sales Skills and Processes (5 cr)

Evaluation scale

H-5

Content scheduling

Principles of selling and sales management
Sales processes
Different sales styles and customers
Sales Offers, Contracts, Law and Ethical issues
Sales competences development
Sales tools and their utilization
Expert, technical, B to B and service sales
Key Account Management

Objective

Students active listening, sales planning, prospecting, adaptive selling, and presentation skills will develop.
After the study unit student can handle objections handle negotiations and master all steps of sales process

Content

Principles of selling Sales process Different sales styles and customers
Law and Ethical issues
Sales skill development
Sales tools and their utilization
Industrial, key account, service, B to B and service sales
Key Account Management

Location and time

Fall semester 2018

Materials

Weitz, B. A., Castleberry S.B., Tanner Jr., J.F.: Selling, building partnerships, McGraw-Hill Irwing,7th edition
Jobber, D., Lancaster, G.: Selling and Sales Management, Pearson Education ltd.,
Articles, www pages and other material
Sales Training Student Field book (ESC)
Jonson, S. (1998), Who Moved My Cheese?
Lundin, S., C et all: Fish! A Remarkable Way to Boost Morale and Improve Results

Teaching methods

Theory, learning checks, case studies, role-plays, exercises, and presentations

Exam schedules

Final Learning Check in April

International connections

Lecture, group work, flipping the classroom teaching, learning checks, RDI material, reading comprehension, case studies, role-plays, exercises, and presentations. Final learning check

Completion alternatives

No alternative

Student workload

Workshops and lectures 30 hours, individual and group assignments 56, Pre assignments and preparation for quizzes and exam 49 hours

Further information

Part of the Sales Semester