APPLIES TO ACADEMIC YEAR 2014/2015

BST 3202 Sales Management and Personal Sales

Responsible for the course
Gorm Kunøe

Department
Department of Marketing

Term
According to study plan

ECTS Credits
15

Language of instruction
Norwegian

Introduction
This course, in combination with BTH 3203 Bachelor Thesis - Sales management and personal sales, 15 credits represent a major of 30 credits, and give the inscription specialization on the Diploma. Applies for students at Bachelor of Marketing. Other students may choose to take the course as an election course in its 3 academic year.

Companies more than ever focused on the "top line" and how revenue is generated. Sales and sales management is the reality of the world and in market-oriented businesses, it is important what has been sold, what was not sold and what should be sold to whom. Our market economy is dependent on skilled sales people who do their utmost to sell in national and international competition. Excellent sales management and personal selling is the key to any company's success, with the incessant demands to see the competition in the eyes and change with the market. The answer to the market's changing challenges driven by behavioural, technological and managerial effort, which inevitably changes the way sales people understand, preparing for and realize themselves in their jobs. The behavioural forces are increased expectations from customers, globalization of markets, and de-massification of the domestic market. The technological forces include IT systems for sales support, virtual sales offices and online outlets. The management and control of the future sales means an understanding of direct marketing, outsourcing of sales functions and a sensible mix of personal sales and marketing.

Learning outcome
Sales representatives and sales managers need to face these changes influences on any part of the sales management and management of sales, from the way sales are organized on the selection, training, motivation and reward of the individual seller.

Sales and sales management is central to any company's strategies and action plans. Without sales, no business.

Acquired Knowledge
During the course students should:

• Be able to create targeted results, conduct its own sales and develop sales function within the company, conduct sales planning in practice, to operative recruitment and leading a sales staff.
• Develop a level of knowledge that enables them to plan and implement personal sales and lead a sales function.
• Understand what it means, in practice, to sell professionally and how to acquire skills that enable people to act as the seller by profession and lead a sales staff.
• Get added expertise that enables them to establish and develop customer relationships as well as motivate and plan.

• On their own be able to contact potential customers and establish a sales process.
• Be able to prepare a sales plan that meets the management of the sales scheduled activity targets and carry out planning of the customer relationship over time.
• Be able to prepare a sales plan.
• Be able to conduct meetings with clients in both industrial sales and retail sales.

• During the course, the student will understand that the seller is indispensable for the company, and an active builder of corporate reputation to new and existing customers.
• Through professionalization of the participant they will establish a critical and constructive attitude to the concept of sales.
• Develop a good understanding of the ethical side of the personal selling and management of sales staff.

• Introduction to personal selling and sales planning
• Sale and purchase processes
• Sales calls and sales call
• Communication Understanding
• Questionnaires and sales techniques
• Objections
• Closing deals

• Presentation Technique
• Economic arguments
• Negotiation Skills
• Sales to consumers in specialized trade
• Telemarketing

• Reporting, management and control
• Understanding Needs and performance experience
• Building relationships and partner sales
• Quality assurance and control for key
• Account Management and Key Account Management
• Competence

• What is Sales Management?
• Sales Plan from planning to evaluation
• The importance of the external and internal environment

Purchase and sales process
• Organizational buying process
• Sales Activities
• Steps in the sales process
• Alternative methods of selling

The sales role in a CRM context
• Customer Relationship Management (CRM)
• The personal sales role in corporate strategies

• The purpose of a sales organization
• Horizontal structures in sales staff
• Account management and Key Account Management

The information role in sales management
• Analysis of market opportunities
• Forecasting techniques
• Sales Quotas
• Size of sales staff

Vendor Performance: Behaviour, role, perception and satisfaction
• Understanding the seller's performance
• Model Review
• Seller's role

Seller's performance: sales force motivation
• The psychological motivation process
• The motivation characteristics
• The organization's function in the seller motivation

Personal characteristics, skills and potential
• Determinants of a successful sales team

Recruitment and selection
• Job analysis and selection criteria
• Selection Procedures

• Goals for seller training
• Development of a training program

Development of compensation and incentive programs
• Decisions on what should be rewarded
• Different types of compensation plans
• Sales Contests

Assessment and control of the sales plan
• Analysis of the cost of CRM implementation
• Review of process in the sales plan