Bitte schreibe detailliert, welche vorgesehen Lernergebnisse und Kompetenzen erworben werden sollen. Welche Lernergebnisse sollen erlangt werden? Welche Fähigkeiten (fachliche, methodische, interdisziplinäre Fähigkeiten, Schlüsselqualifikationen) werden erworben? Die Lernergebnisse und Kompetenzen müssen auf eine definierte Gesamtqualifikation (angestrebte Abschluss) abzielen. Bitte berücksichtigen Sie die learning objectives des Kurses.
Geplante Lernergebnisse und Kompetenzen (Deutsch):
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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
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apply salespeople jargon to discussing the status of a sale (such as the decision making unit, red flags, pipeline, RFQ, gatekeepers, and other idioms),
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understand the specifics and terminology of sales management in various industry sectors,
-
define sales performance indicators.
2) In regard to conceptual knowledge, participants are enabled to
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analyze the composition of a buying center,
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classify the dimensions of sales performance management,
-
evaluate sales performance KPIs.
3) In regard to selling-specific procedural knowledge, participants are enabled to
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apply a structured sales process and blueprint,
-
evaluate approaches for getting access to C-level decision makers,
-
evaluate the win probability of an opportunity and identify potential roadblocks,
-
evaluate the needs of a customer through questions.
4) In regard to procedural knowledge of sales leadership, participants are enabled to
-
provide constructive feedback on selling behavior of others,
-
conduct pipeline reviews,
-
develop sales forecasts.
5) In regard to general business-relevant procedural knowledge, participants are enabled to
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prepare for business meetings and internal committee sessions,
-
make the best out of a limited preparation time budget,
-
make concise contributions to meetings,
-
constructively build and comment on contributions by other participants in the meeting,
-
to derive a course of action from a careful analysis of the situation and a structured evaluation of alternatives.
6) In regard to metacognitive knowledge, participants are enabled to
-
evaluate their own selling behavior and skills,
-
evaluate the ethical dimension of a sales leadership situation,
-
create a skill profile for sales people,
- to develop criteria of sales excellence.
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Bitte schreibe detailliert, welche vorgesehen Lernergebnisse und Kompetenzen erworben werden sollen. Welche Lernergebnisse sollen erlangt werden? Welche Fähigkeiten (fachliche, methodische, interdisziplinäre Fähigkeiten, Schlüsselqualifikationen) werden erworben? Die Lernergebnisse und Kompetenzen müssen auf eine definierte Gesamtqualifikation (angestrebte Abschluss) abzielen. Bitte berücksichtigen Sie die learning objectives des Kurses.
Geplante Lernergebnisse und Kompetenzen (Englisch):
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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 salespeople jargon to discussing the status of a sale (such as the decision making unit, red flags, pipeline, RFQ, gatekeepers, and other idioms),
-
understand the specifics and terminology of sales management in various industry sectors,
-
define sales performance indicators.
2) In regard to conceptual knowledge, participants are enabled to
-
analyze the composition of a buying center,
-
classify the dimensions of sales performance management,
-
evaluate sales performance KPIs.
3) In regard to selling-specific procedural knowledge, participants are enabled to
-
apply a structured sales process and blueprint,
-
evaluate approaches for getting access to C-level decision makers,
-
evaluate the win probability of an opportunity and identify potential roadblocks,
-
evaluate the needs of a customer through questions.
4) In regard to procedural knowledge of sales leadership, participants are enabled to
-
provide constructive feedback on selling behavior of others,
-
conduct pipeline reviews,
-
develop sales forecasts.
5) In regard to general business-relevant procedural knowledge, participants are enabled to
-
prepare for business meetings and internal committee sessions,
-
make the best out of a limited preparation time budget,
-
make concise contributions to meetings,
-
constructively build and comment on contributions by other participants in the meeting,
-
to derive a course of action from a careful analysis of the situation and a structured evaluation of alternatives.
6) In regard to metacognitive knowledge, participants are enabled to
-
evaluate their own selling behavior and skills,
-
evaluate the ethical dimension of a sales leadership situation,
-
create a skill profile for sales people,
- to develop criteria of sales excellence.
|