VHL 3682 Value-creating sales
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:
What is value-adding sales
How to uncover customer needs in the digital and physical store
What is the customer's motive when choosing a digital or physical store
What factors optimize the digital salesperson
What is a custom business conversation
What role and competence does tomorrow's sales manager have
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.
Value creation through winning value propositions
Sales and earnings are a consequence of various business processes
The verbal and digital business language
Digital business understanding and use of digital tools
How the seller adapts his products to customers' needs and wishes
Testing of products and services in the market
Planning and follow-up
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.
Students that have not gotten approved the coursework requirements, must re-take the exercises during the next scheduled course.
Students that have not passed the written examination or who wish to improve their grade may re-take the examination in connection with the next scheduled examination.
Higher Education Entrance Qualification
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.
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.
|Mandatory coursework||Courseworks given||Courseworks required||Comment coursework|
|Mandatory||1||1||The student is going to conduct a survey called "Mystery Shopping" - in a chosen store where they will assess a seller's expertise and sales effectiveness, and shall be delivered in report form.|
|Comment coursework:||The student is going to conduct a survey called "Mystery Shopping" - in a chosen store where they will assess a seller's expertise and sales effectiveness, and shall be delivered in report form.|
|Exam category||Weight||Invigilation||Duration||Support materials||Grouping||Comment exam|
Form of assessment:
Internal and external examiner
Examination every semester
|Form of assessment:||Written submission|
|Support materials:|| |
|Exam code:||VHL 36821|
|Resit:||Examination every semester|
Prepare for teaching
Group work / Assignments
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.