CAS Campus Logo
Version 6.2.44
(01)
Startseite | Login
Sie sind nicht angemeldet.
Nach oben
[i18n:label.footer.ownertext]
Hilfe

CMiME:Entrepreneurial Selling

.
Organisatorische Informationen Kursbeschreibung
.

generalinformation open Allgemeine Angaben

Lehrveranstaltungsnummer:
0100004
Kursbezeichnung (Deutsch):
CMiME:Entrepreneurial Selling
Kursbezeichnung (Englisch):
CMiME:Entrepreneurial Selling
Art des Kurses:
Pflicht
Veranstaltungsart:
MSc Kurs
Semester:
HS 2019
.

 Termine

Termin Notizen Anzahl Termine Beginn
Mi (23.10.2019), 09:00 bis 15:15
Do (24.10.2019), 09:00 bis 15:15
Fr (25.10.2019), 09:00 bis 15:15
Sa (26.10.2019), 09:00 bis 15:15
So (27.10.2019), 09:00 bis 15:15
Tooltip Help Geplante Lernergebnisse und Kompetenzen (Deutsch):
The course intends to enhance six categories of competences. The practical orientation of the course shows in its emphasis on procedural knowledge:
1) In regard to factual knowledge, participants are enabled to apply sales jargon to discussing the status of a negotiation (such as BATNA, ZOPA, walk-away price, logrolling) and the status of a sale (such as the decision making unit, red flags, pipeline, RFQ, gatekeepers, to understand the specifics and terminology of sales management in various business models, and to define sales performance indicators.
2) In regard to conceptual knowledge, participants are enabled to analyze the composition of a buying center, to analyze economic value to customer, to analyze negotiation interests and positions, to classify the dimensions of sales performance management, and to evaluate sales KPIs.
3) In regard to selling-specific procedural knowledge, participants are enabled to apply a structured sales process and blueprint, to evaluate approaches for getting access to C-level decision makers, to evaluate the win probability of an opportunity and identify potential roadblocks, to evaluate the needs of a customer through questions, to tell a compelling selling story, and to deal with negotiation tactics and price objections.
4) In regard to procedural knowledge of sales leadership, participants are enabled to coach salespeople on a sales opportunity, to conduct pipeline reviews, and to develop sales forecasts.
5) In regard to general business-relevant procedural knowledge, participants are enabled to prepare for business meetings and internal committee sessions, to make the best out of a limited preparation time budget, to make concise contributions to meetings, constructively build and comment on contributions by other participants in the meeting, derive a course of action from a careful analysis of the situation and a structured evaluation of alternatives, and, generally, to negotiate anything.
6) In regard to metacognitive knowledge, participants are enabled to evaluate their own selling behavior and skills, to create a skill profile for sales people, and to develop criteria of sales excellence.
Tooltip Help Geplante Lernergebnisse und Kompetenzen (Englisch):
The course intends to enhance six categories of competences. The practical orientation of the course shows in its emphasis on procedural knowledge:
1) In regard to factual knowledge, participants are enabled to apply sales jargon to discussing the status of a negotiation (such as BATNA, ZOPA, walk-away price, logrolling) and the status of a sale (such as the decision making unit, red flags, pipeline, RFQ, gatekeepers, to understand the specifics and terminology of sales management in various business models, and to define sales performance indicators.
2) In regard to conceptual knowledge, participants are enabled to analyze the composition of a buying center, to analyze economic value to customer, to analyze negotiation interests and positions, to classify the dimensions of sales performance management, and to evaluate sales KPIs.
3) In regard to selling-specific procedural knowledge, participants are enabled to apply a structured sales process and blueprint, to evaluate approaches for getting access to C-level decision makers, to evaluate the win probability of an opportunity and identify potential roadblocks, to evaluate the needs of a customer through questions, to tell a compelling selling story, and to deal with negotiation tactics and price objections.
4) In regard to procedural knowledge of sales leadership, participants are enabled to coach salespeople on a sales opportunity, to conduct pipeline reviews, and to develop sales forecasts.
5) In regard to general business-relevant procedural knowledge, participants are enabled to prepare for business meetings and internal committee sessions, to make the best out of a limited preparation time budget, to make concise contributions to meetings, constructively build and comment on contributions by other participants in the meeting, derive a course of action from a careful analysis of the situation and a structured evaluation of alternatives, and, generally, to negotiate anything.
6) In regard to metacognitive knowledge, participants are enabled to evaluate their own selling behavior and skills, to create a skill profile for sales people, and to develop criteria of sales excellence.
.