Study Guide

Objective

Students active listening, sales, presentation, project management, debating and negotiation skills will develop.
After the study unit student can:
- handle objections
- handle negotiations
- master all steps of sales and salesproject/management processes 

Content

Practice of skillsets in real or simulated customer transactions to develop sales competences
Case studies, role-plays, presentations, exercises, project work and possibly sales competition

Materials

All the material used in the course has been instructed and distributed on the course's Itslearning platform.

Teaching methods

The course is based on independent work and group work.

Working is both independent remote working and face-to-face teaching, in which case we delve into a certain theme of the subject area by discussing and presenting the results of group work.

By participating in a sales competition

Exam schedules

Assessment is based on learning tasks.
The times for returning individual learning tasks (individual and group work) are mentioned in Itslearning.

Passing the course requires completion of the group task section, at least 50% attendance in classes and participation in the sales competition.

International connections

The study course is implemented in accordance with innovation pedagogy, where studying is based on work-life-oriented learning and the development of innovation abilities. During the course, the student must play an active role and must independently take responsibility for his own learning and the implementation of learning tasks. The course is based on individual and group work, where the role of instructors is to support and guide the work.

Completion alternatives

Is not.

Student workload

The course consists of learning tasks to be done on adjacent floors, an extensive individual essay, and an analysis of the company's sales to be done as a group project. The analysis of own company's sales is presented to other small groups.
More detailed descriptions of learning tasks and instructions on the course's own Itslearning platform.

1 ECTS corresponds to 27 hours of student work, i.e. 5 ECTS = 135 hours.

Content scheduling

During the course, the student gets a versatile overview of sales, especially from a management perspective. During the course, e.g. the following subject areas/themes:

After completing the course, the student will be able to:
- apply the theories of sales competence and the sales process in practical sales discussions
- carries out the different stages of the sales conversation, from the opening of the conversation to getting a commitment from the customer
- proposes a solution based on needs mapping to the customer
- use the interaction skills required for the sales situation
- By participating in a sales competition

Timing:
Duration of the course, 1.1..-28.5.2024 (total of 12 short sessions)
A more detailed schedule of the course and the themes/topics of the next lessons are described on the course's Itslearning platform.

Further information

Communication to the teacher through the message of the itslearning platform.

Evaluation scale

H-5

Assessment methods and criteria

The course uses numerical evaluation.
Grades are used for successfully completed studies (5-step numerical scale):
5 = commendable
4 and 3 = good
2 and 1 = satisfactory
0 = rejected
The grade consists of:

- By participating in the sales situation of the lectures in the exercises 40%
- Demonstration of abilities in terms of sales and participation in the sales competition 40%
- Participation in lectures and the student's activity in lectures 20% (Lectures must be attended at least 50% in order to pass the course
All areas must be passed.

Assessment criteria, fail (0)

No performance.

Assessment criteria, satisfactory (1-2)

The student satisfactorily masters the basic concept of sales and understands its principles. The student can satisfactorily identify the opportunities and challenges of sales and can name only a few related actors and information sources. The student can satisfactorily identify how sales is related to his own field of study. The student can satisfactorily manage his own work, allocate resources to the tasks to be performed, work in a group and satisfactorily take into account the goals set by the teacher/assignment. The student is satisfactorily able to construct a concise and informative presentation and express himself in writing.
Attendance at lectures at least 50% in accordance. By participating in the Sales Competition.

Assessment criteria, good (3-4)

The student has a good command of the basic concepts of sales and understands its principle. The student is able to identify the opportunities and challenges of sales well and knows how to name actors and sources of information related to the topic. The student is able to identify well how sales are related to his own field of study. The student knows how to manage his own work well, allocates resources to the tasks to be performed and works in a group, and takes good account of the goals set by the teacher/assignment. The student is well able to construct a concise and informative presentation and express himself clearly in writing.
Attendance at lectures at least 50% in accordance. By participating in the Sales Competition.

Assessment criteria, excellent (5)

The student has an excellent command of the basic concepts of sales and understands its principle. The student is able to identify sales opportunities and challenges in an excellent and broader manner and knows how to name actors and information sources related to the topic. The student is excellent at describing how sales is related to his own field of study. The student is excellent at managing his own work, divides the resource between the tasks to be performed and works actively in the group, and takes excellent account of the goals set by the teacher/assignment. The student is excellently able to construct a concise and informative presentation and express himself clearly in writing.
Attendance at lectures at least 50% in accordance. By participating in the Sales Competition.