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Entrepreneurial Selling

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Organisatorische Informationen Kursbeschreibung
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generalinformation open Allgemeine Angaben

Lehrveranstaltungsnummer:
0100070
Kursbezeichnung (Deutsch):
Entrepreneurial Selling
Kursbezeichnung (Englisch):
Entrepreneurial Selling
Veranstaltungsart:
MSc Kurs
Semester:
FS 2019
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 Termine

Termin Anzahl Termine Beginn
Di, 11:30 - 15:15, IP-C-001 Family Business Auditorium Hörsaal / Lecture Hall
Mi (06.03.2019), 11:30 bis 15:15, E-102 Hörsaal / Lecture Hall
Mo (11.03.2019), 11:30 bis 15:15, K-001 Hörsaal / Lecture Hall
Do (14.03.2019), 11:30 bis 13:00, IP-C-001 Family Business Auditorium Hörsaal / Lecture Hall
Di (02.04.2019), 11:30 bis 13:00, G-104 Seminarraum / Study Room
Di (02.04.2019), 11:30 bis 13:00, G-105 Seminarraum / Study Room
Di (02.04.2019), 11:30 bis 13:00, G-106 Seminarraum / Study Room
Di (02.04.2019), 11:30 bis 13:00, G-108 Seminarraum / Study Room
Di (02.04.2019), 11:30 bis 13:00, G-107 E. Krautkrämer Seminarraum / Study Room
Di (02.04.2019), 11:30 bis 13:00, G-110 Seminarraum / Study Room
Di (02.04.2019), 11:30 bis 13:00, G-109 Seminarraum / Study Room
Di (02.04.2019), 11:30 bis 13:00, G-111 Seminarraum / Study Room
Di (02.04.2019), 11:30 bis 13:00, G-001 Wand / Wall / Seminarraum / Study Room
Di (02.04.2019), 11:30 bis 13:00, G-001/02 Seminarraum / Study Room
Di (02.04.2019), 11:30 bis 13:00, G-002 Wand / Wall / Seminarraum / Study Room
Di (02.04.2019), 11:30 bis 13:00, G-102 Seminarraum / Study Room
Di (09.04.2019), 11:30 bis 13:00, K-207 Seminarraum / Study Room
Di (09.04.2019), 11:30 bis 13:00, K-210 Seminarraum / Study Room
Di (09.04.2019), 11:30 bis 13:00, K-211 Seminarraum / Study Room
Di (09.04.2019), 11:30 bis 13:00, K-212 Seminarraum / Study Room
Di (09.04.2019), 11:30 bis 13:00, K-213 Seminarraum / Study Room
Di (09.04.2019), 11:30 bis 13:00, K-301 Seminarraum / Study Room
Di (09.04.2019), 11:30 bis 13:00, K-302 ohne Fenster / No Window / Seminarraum / Study Room
Di (09.04.2019), 11:30 bis 13:00, K-304 ohne Fenster / No Window / Seminarraum / Study Room
Di (09.04.2019), 11:30 bis 13:00, K-307 Seminarraum / Study Room
Di (09.04.2019), 11:30 bis 13:00, K-310 Seminarraum / Study Room
Di (09.04.2019), 11:30 bis 13:00, K-311 Seminarraum / Study Room
Di (09.04.2019), 11:30 bis 13:00, K-312 Seminarraum / Study Room
legend entry Aus dieser Serie wurden Termine entfernt.
Tooltip Help Geplante Lernergebnisse und Kompetenzen (Deutsch):
The course intends to enhance five categories of competences[1]. The practical orientation of the course shows in its emphasis on procedural knowledge.
  • In regard to factual knowledge, participants are enabled to apply salespeople jargon to discussing the status of a sale (such as the decision making unit, red flags, pipeline, RFQ, gatekeepers, and other idioms) and to understand the specifics and terminology of sales management in various industry sectors (FMCG, engineering, IT, professional services, medical and electrical equipment, trade).
  • In regard to conceptual knowledge, participants are enabled to analyze the composition of a buying center, to evaluate the fit of the sales process with organizational structure, compensation structure, and skill set, and to understand the key limitations imposed by the U.S. and U.K. anti-bribery acts.
  • 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 create and deliver a sales proposal, to deal with customer objections, and to provide constructive feedback on selling behavior of others.
  • 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, 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.
  • In regard to metacognitive knowledge, participants are enabled to evaluate their own selling behavior and skills, to evaluate the ethical dimension of a selling situation, and to create a skill profile for sales people.

[1] Anderson, Lorin W. and David R. Krathwohl (2001), A Taxonomy for Learning, Teaching, and Assessing – A Revision of Bloom’s Taxonomy of Educational Objectives, New York: Longman.

Tooltip Help Geplante Lernergebnisse und Kompetenzen (Englisch):
The course intends to enhance five categories of competences[1]. The practical orientation of the course shows in its emphasis on procedural knowledge.
  • In regard to factual knowledge, participants are enabled to apply salespeople jargon to discussing the status of a sale (such as the decision making unit, red flags, pipeline, RFQ, gatekeepers, and other idioms) and to understand the specifics and terminology of sales management in various industry sectors (FMCG, engineering, IT, professional services, medical and electrical equipment, trade).
  • In regard to conceptual knowledge, participants are enabled to analyze the composition of a buying center, to evaluate the fit of the sales process with organizational structure, compensation structure, and skill set, and to understand the key limitations imposed by the U.S. and U.K. anti-bribery acts.
  • 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 create and deliver a sales proposal, to deal with customer objections, and to provide constructive feedback on selling behavior of others.
  • 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, 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.
  • In regard to metacognitive knowledge, participants are enabled to evaluate their own selling behavior and skills, to evaluate the ethical dimension of a selling situation, and to create a skill profile for sales people.

[1] Anderson, Lorin W. and David R. Krathwohl (2001), A Taxonomy for Learning, Teaching, and Assessing – A Revision of Bloom’s Taxonomy of Educational Objectives, New York: Longman.

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