Industrial Sales Process and Methods (5 cr)

Evaluation scale

H-5

Content scheduling

Technical solution selling
Project selling
Special issues in selling complex technical solutions.
Pre-assignment available in Optima two weeks before the first class (14.1.), DL 14.1.2019
Classes on 14.1.: 9-16 and on 11.2.: 9-16
Other assignments and all readings on 7.1.2019 at the latest.
Assignment 1, DL 11.2.2019
Assignment 2, DL 4.3.2019
Assignment 3, DL 4.3.2019

Objective

After the course the student is capable to:
- Understand sales strategies and processes- Act as value creating sales person in the sales process- Utilize needed sales methods and tools- Analyze and interact with purchasing process- Create possibilities within different parts of sales funnel in the international environment- Develop and lead oneself

Content

Content:
- Sales process
- Value creation i the sales process
- Interaction with different personalitities and purchasers
- Different sales channels and their utilization
- Development and execution of sales strategy and processes
- Sales methods and tools
- Sales skills and their development
- International and ethical sales
- Self Management

Materials

See Optima.

Teaching methods

Readings, assignments, active participation in classes.

Pedagogic approaches and sustainable development

Independent work, working in pairs/small groups, role plays, applying theories and models to assignments.

Student workload

Classes on 14.1.: 9-16 and 11.2.: 9-16
Readings and searching for articles/materials
Groupwork
Pre-assignment, DL 14.1.2019 (see Optima)
Assignment 1, DL 11.2.2019
Assignment 2, DL 4.3.2019
The amount of working hours approximately 135 hours/student (may differ depending on the students earlier studies and experience).

Evaluation methods and criteria

See Optima.

Failed (0)

See Optima.

Assessment criteria, satisfactory (1-2)

See Optima.

Assessment criteria, good (3-4)

See Optima.

Assessment criteria, excellent (5)

See Optima.