Study Guide

Objective

The student
- knows how to define the target group and set goals and schedules for sales
- understands what affects the purchasing behavior of the target group and plans sales accordingly
- knows and implements the different stages of the sales process (also social selling)
- chooses proper and cost-efficient sales channels
- understands the client needs and uses communication skills accordingly in the sales situation
- is able to create a positive atmosphere in his/her sales team for achieving sales goals.

Content

Basics of purchasing behaviour
Sales process theory
Planning of sales and realization of the plan, budgeting and monitoring
Customer oriented and solution focused sales

Teaching methods

The student does a sales campaign as a project for his/her cooperative or BA, or for a company or organisation out of BA.

International connections

This course is based on the working culture of BusinesAcademy incl training sessions, learning agreement, projects and reading.
Students present the learning outcomes in their portfolios.

Content scheduling

Basics of purchasing behaviour
Sales process theory
Planning of sales and realization of the plan, budgeting and monitoring
Customer oriented and solution focused sales

Evaluation scale

H-5

Assessment methods and criteria

The student is graded according to his/her portfolio, self reflection, peer and coach´s evaluation. The student is responsible for receiving peer evaluation from the project group as well as from the client.

Assessment criteria, satisfactory (1-2)

Grade (1-2), the student
organizes a sales campaign and carries it into effect
understands the basics of consumer behaviour and knows how to use the basic sales tools
follows through the sales campaign and makes sure it is properly evaluated

Assessment criteria, good (3-4)

Grade (3-4) the student
organizes a sales campaign and carries it into effect
follows through the sales campaign and makes sure it is properly evaluated
acts independently in the sales campaign as project manager or according to other role
masters budgeting and other sales tools
develops own goal oriented sales skills according to customer feedback
reaches sales goals

Assessment criteria, excellent (5)

Grade (5) the student
organizes a sales campaign and carries it into effect
follows through the sales campaign and makes sure it is properly evaluated
acts independently in the sales campaign as project manager or according to other role
masters budgeting and other sales tools
develops own and others´goal oriented sales skills according to customer feedback
evaluates and develops diverse expertise in sales
reaches or exceeds sales goals.