Study Guide

Teaching methods

Objectives:
After completing the course, the student is able to
- understand the essentials of sales
- recognize various sales professions and their role in business life
- apply different methods and approaches of sales
- understand the importance of consumer behavior and engagement, and of customer insight for providing solutions and creating customer experience
- assess their personal skills in regard to strengths and weaknesses as a salesperson.

Contents:
- key concepts and terms in sales
- the role of sales in business
- selling as a profession and various tasks in sales
- consumer behavior and engagement
- customer insight
- purchasing process and organizational buying behavior
- essential sales skills of a successful salesperson
- elements and development of a sales pitch

Methods:
Workshops, lectures, reflective exercises, assignments and sales competition

Assessment Methods:
- Sales pitch activity presentation 30% on November
- Report 30%. deadline: December
- Exam 40% late November

Student workload

Lectures with contact hours and workshops takes around 35 hours
Independent studying around 95 hours, that includes revision after classes, reading source books, and preparing for upcoming lectures, and activities.

Materials

- Manning, Gerald L, Ahearne, Michael & Reece, Barry L. 2018 Selling today: creating customer value / —12th ed. - Pearson Higher Education
. Ingram, LaForge, Avila, Schwepker & Williams 2019 Sell Cengage
. Spiller, L 2021 Selling & Sales Management. SAGE Publications, Ltd. (UK).
. Thomas N. Ingram, LaForge, Raymond W, Avila, Ramon A, Schwepker, Jr. Charles H & Williams, Michael R, 2020 Sales Management Analysis and Decision Making, Tenth edition New York Routledge

. Other material provided by the teacher.