VHL 3682 Value-creating sales - RE-SIT EXAMINATION
VHL 3682 Value-creating sales - RE-SIT EXAMINATION
The course was last taught in the autumn of 2021. A re-sit exam will be offered in autumn 2022 and last time in spring 2023. Work requirements are waived for the re-sit examinations in autumn 2022 and spring 2023.
The goal with this course is to give the students competence in "how to optimize different sales processes in physical and digital stores. The learning process, emphasis will be placed on what winning value propositions mean for the result. And how to adapt to a constantly changing market to develop a sustainable business. A newer methodology is introduced for how suppliers can adapt to new needs and requirements from the market.
After the course, students should have acquired competence to recognize:
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What is value-adding sales
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How to uncover customer needs in the digital and physical store
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What is the customer's motive when choosing a digital or physical store
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What factors optimize the digital salesperson
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What is a custom business conversation
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What role and competence does tomorrow's sales manager have
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How winning value proposition can be the key to good results
The students should be able to:
- Conduct customer conversations that lead to satisfied customers
- Implement strategic changes tailored to the sales objective
- Implement a process to develop winning value propositions
- Develop a sales plan and sales process, which is adapted to the buying process.
- A retailer is essential for business, as a member of a team and at the same time an active builder of corporate reputation among existing and new customers.
- The personal appearance - regardless of channel - is important for the result and the next sale.
- The importance of a critical and constructive attitude towards the concept of personal sales and service.
- Recognize opportunities and constraints within the digital channels.
- Solid insight to ethical aspects of retail sales and from websites.
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Value creation through winning value propositions
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Sales and earnings are a consequence of various business processes
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The verbal and digital business language
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Digital business understanding and use of digital tools
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Relational skills
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How the seller adapts his products to customers' needs and wishes
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Testing of products and services in the market
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Planning and follow-up
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Presentation
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Personal development and training
The course consists of 30 hours of classroom teaching and group work during the semester.
In addition to ordinary lectures, there will be webinar, podcast, video and other suitable lectures.
Students will be given tasks to uncover challenges and best practices in sales in the retail sector. The emphasis is on practical approach and the use of methods and skills.
Higher Education Entrance Qualification
Covid-19
Due to the Covid-19 pandemic, there may be deviations in teaching and learning activities as well as exams, compared with what is described in this course description.
Teaching
Information about what is taught on campus and other digital forms will be presented with the lecture plan before the start of the course each semester.
Students are expected to have knowledge of Marketing Management, Consumer Behavior and Retail Management or equivalent.
| Assessments |
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Exam category: Submission Form of assessment: Written submission Invigilation Weight: 100 Grouping: Individual Support materials:
Duration: 3 Hour(s) Exam code: VHL 36821 Grading scale: ECTS |
| Activity | Duration | Comment |
|---|---|---|
Teaching | 30 Hour(s) | |
Webinar | 6 Hour(s) | |
Prepare for teaching | 70 Hour(s) | |
Group work / Assignments | 39 Hour(s) | |
Examination | 55 Hour(s) |
A course of 1 ECTS credit corresponds to a workload of 26-30 hours. Therefore a course of 7,5 ECTS credit corresponds to a workload of at least 200 hours.