MRK 3501 Professional Sales and Negotiations - RE-SIT EXAMINATION
This course was lectured for the last time spring 2017. Re-sit examiniation is offered autumn 2017 and last time spring 2018.
The salesperson is a central competitve factor for the company. The seller is the one who in practice shall materialize the company's goal and strategies. The sales term include personal communication and negotiation skills as active means to gain a wanted change in the customer's or the suppier's buying behavior. Selling is "to be or not to be" for every company, and every industrial sales has an element of negotiations. Thus the course in professional sales and negotiations combines two important competance areas for everybody who shall function int the sales - and market department of a company, and want to develop as professional salespersons. To build relations is a essential success factor within industrial sales and negotiations, therefore relationship building and management is a "red thread" thorughout the course. The goal of the course is to bring the students to a competence level that enables them to plan and carry out professional B2B sales and the connected negotiations.
After completing til course, students will understand in practice what it means to sell professionally, and negotiate with customers. Knowledge about how to funcion as a B2B-salesperson and negociator. The students schould have:
- A basic understanding how to carry out effective sales processes
- Good understanding how to carry out effective sales processes
- Knowledge of different types of organization of sales
- Knowledge how to analyze a negociation situation and know about the most common negociation techniques and tactics
The students develop skills in:
Being able to contact possible customers and carry through a sales - and negociation process.
Be able to develop a sales plan that fullfills activity goals set by the sales management, carry out the planning of customer relations and negotiate expected solutions
1. Be able to produce a salses - and negociation plan
2. Be able to carry through sales and negociations
3. Develop the basis for handling typical sales - and negotiation situations
During the course the student should develop a professional, critical and constructive attitude towards the competance areas of sales and negotiations. Student should be able to reflect about the juridical and ethical bounderies for sales - and negotiation techniques, and through the course develop a good understanding for the ethical side of sales and negotiations.
- Introduction to business-to-business sales (B2B)
- The salesperson in B2B
- Personal development processes
- The internal cooperation
- Sales processes
- Sales communication
- Organising the selling
- Self management
- Account management and key account management
- Sales planning
- Relationship development and CRM
- Introduction to negociations
- Negotiation former
- Negotiation planning
- Communication in negotiations
- Professional selling and negotiations
The course consists of a combination of lectures, group work and exercises in use of a CRM system (total 42 hours)
There is one hand-in paper in the course related to solving a practical case related to the use of CRM in sales management. The paper can be solved as group work (up to three students) or as an individual piece of work.
In course delivery as online courses or evening classes, will lecturer, in collaboration with the Academic Services Network and evening studies, organize an appropriate combination of digital and class room teaching. Online students are also offered a study guide, which will help progression and overview. Total recommended amount of time for completion of the course also applies here.
Higher Education Entrance Qualification.
No special previous knowledge is required for taking this course.
|Exam category||Weight||Invigilation||Duration||Grouping||Comment exam|
Form of assessment:
Internal and external examiner
Examination every semester
|100||No||4 Week(s)||Group/Individual (1 - 3)||Project paper|
|Form of assessment:||Written submission|
|Grouping (size):||Group/Individual (1-3)|
|Resit:||Examination every semester|
Other in classroom
Prepare for teaching
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.