MRK 3501 Professional Sales and Negotiations - RE-SIT EXAMINATION

MRK 3501 Professional Sales and Negotiations - RE-SIT EXAMINATION

Course code: 
MRK 3501
Department: 
Marketing
Credits: 
7.5
Course coordinator: 
Morten Høie Abrahamsen
Course name in Norwegian: 
Profesjonelt salg og forhandlinger - KONTINUASJONSEKSAMEN
Product category: 
Bachelor
Portfolio: 
Bachelor of Marketing Management - Programme Courses
Semester: 
2018 Spring
Active status: 
Re-sit exam
Resit exam semesters: 
2017 Autumn
2018 Spring
Resit exam info

This course was lectured for the last time spring 2017. Re-sit examiniation is offered autumn 2017 and last time spring 2018.

Teaching language: 
Norwegian
Course type: 
One semester
Introduction

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.

Learning outcomes - Knowledge

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
Learning outcomes - Skills

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

Learning Outcome - Reflection

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.

Course content
  1. Introduction to business-to-business sales (B2B)
  2. The salesperson in B2B
    • Personal development processes
    • The internal cooperation
  3. Sales processes
  4. Sales communication
  5. Organising the selling                                                                       
    • Self management
  6. Account management and key account management
  7. Sales planning
  8. Relationship development and CRM
  9. Introduction to negociations
  10. Negotiation former
  11. Negotiation planning
  12. Communication in negotiations
  13. Professional selling and negotiations
Learning process and requirements to students

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.  

E-learning  

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.

Software tools
No specified computer-based tools are required.
Qualifications

Higher Education Entrance Qualification.

Required prerequisite knowledge

No special previous knowledge is required for taking this course.

Exam categoryWeightInvigilationDurationGroupingComment exam
Exam category:
Submission
Form of assessment:
Written submission
Exam code:
MRK35011
Grading scale:
ECTS
Grading rules:
Internal and external examiner
Resit:
Examination every semester
100No4 Week(s)Group/Individual (1 - 3) Project paper
Exams:
Exam category:Submission
Form of assessment:Written submission
Weight:100
Invigilation:No
Grouping (size):Group/Individual (1-3)
Duration:4 Week(s)
Comment: Project paper
Exam code:MRK35011
Grading scale:ECTS
Resit:Examination every semester
Exam organisation: 
Ordinary examination
Total weight: 
100
Student workload
ActivityDurationComment
Teaching
33 Hour(s)
Other in classroom
9 Hour(s)
Presentation of CRM system and CRM-case
Prepare for teaching
84 Hour(s)
Submission(s)
8 Hour(s)
Hand-in CRM-case
Examination
66 Hour(s)
Sum workload: 
200

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.