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Foundations of Sales, Group C

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Organisatorische Informationen Kursbeschreibung
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generalinformation open Allgemeine Angaben

Lehrveranstaltungsnummer:
27099
Kursbezeichnung (Deutsch):
Foundations of Sales, Group C
Kursbezeichnung (Englisch):
Foundations of Sales, Group C
Veranstaltungsart:
BSc Kurs
Semester:
FS 2019
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 Termine

Termin Anzahl Termine Beginn
Do, 11:30 - 15:15, K-101 Hörsaal / Lecture Hall
Do (17.01.2019), 11:30 bis 15:15, IP-C-001 Family Business Auditorium Hörsaal / Lecture Hall
Mi (13.02.2019), 08:00 bis 11:15, K-101 Hörsaal / Lecture Hall
legend entry Aus dieser Serie wurden Termine entfernt.
Geplante Lernergebnisse und Kompetenzen (Deutsch):
The course intends to enhance your factual, conceptual, and procedural knowledge:
  • In regard to factual knowledge, the participants are enabled to apply salespeople jargon to discussing the status of a sale (such as the “buying center”, “red flags”, “pipeline”, “RFQ”, “gatekeepers”, and other idioms) and a price negotiation (such as “BATNA”, “ZOPA”, “walk-away price”, “non-offer offer”). They are enabled to understand the specific terminology of sales management in various industry sectors (FMCG, engineering, IT, professional services, medical and electrical equipment, trade).
  • In regard to conceptual knowledge, the participants are enabled to analyze the composition of a buying center, to evaluate the fit of the sales process with organizational structure, to apply methods for sizing the sales force, to compute trade-offs between price and other profit drivers, and to explain the typical strategic and selling challenges in a variety of industry contexts.
  • In regard to selling-specific procedural knowledge, the participants are enabled to apply a structured sales process and negotiation blueprint, to evaluate the win probability of an opportunity and to identify potential roadblocks, to evaluate the needs of a customer through questions, to create and deliver a sales presentation, to deal with customer objections, and to provide constructive feedback on selling behavior of others.
  • In regard to general business-relevant procedural knowledge, the 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, to constructively build and comment on contributions by other participants in the meeting, and to derive a course of action from a careful analysis of the situation and a structured evaluation of alternatives.
Geplante Lernergebnisse und Kompetenzen (Englisch):
The course intends to enhance your factual, conceptual, and procedural knowledge:
  • In regard to factual knowledge, the participants are enabled to apply salespeople jargon to discussing the status of a sale (such as the “buying center”, “red flags”, “pipeline”, “RFQ”, “gatekeepers”, and other idioms) and a price negotiation (such as “BATNA”, “ZOPA”, “walk-away price”, “non-offer offer”). They are enabled to understand the specific terminology of sales management in various industry sectors (FMCG, engineering, IT, professional services, medical and electrical equipment, trade).
  • In regard to conceptual knowledge, the participants are enabled to analyze the composition of a buying center, to evaluate the fit of the sales process with organizational structure, to apply methods for sizing the sales force, to compute trade-offs between price and other profit drivers, and to explain the typical strategic and selling challenges in a variety of industry contexts.
  • In regard to selling-specific procedural knowledge, the participants are enabled to apply a structured sales process and negotiation blueprint, to evaluate the win probability of an opportunity and to identify potential roadblocks, to evaluate the needs of a customer through questions, to create and deliver a sales presentation, to deal with customer objections, and to provide constructive feedback on selling behavior of others.
  • In regard to general business-relevant procedural knowledge, the 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, to constructively build and comment on contributions by other participants in the meeting, and to derive a course of action from a careful analysis of the situation and a structured evaluation of alternatives.
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