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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:
HS 2019
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 Termine

Termin Anzahl Termine Beginn
Do (05.09.2019), 09:45 bis 13:00, E-103 Hörsaal / Lecture Hall
Di (10.09.2019), 11:30 bis 15:15, E-103 Hörsaal / Lecture Hall
Mi (11.09.2019), 13:45 bis 17:00, IP-C-101 Hörsaal / Lecture Hall
Mo (16.09.2019), 15:30 bis 18:45, IP-C-001 Family Business Auditorium Hörsaal / Lecture Hall
Mo (16.09.2019), 15:30 bis 18:45, K-201 Seminarraum / Study Room
Mo (16.09.2019), 15:30 bis 18:45, K-202 ohne Fenster / No Window / Seminarraum / Study Room
Mo (16.09.2019), 15:30 bis 18:45, K-203 Wand / Wall / Seminarraum / Study Room
Mo (16.09.2019), 15:30 bis 18:45, K-203/05 Seminarraum / Study Room
Mo (16.09.2019), 15:30 bis 18:45, K-204 ohne Fenster / No Window / Seminarraum / Study Room
Mo (16.09.2019), 15:30 bis 18:45, K-205 Wand / Wall / Seminarraum / Study Room
Mo (16.09.2019), 15:30 bis 18:45, K-207 Seminarraum / Study Room
Mo (16.09.2019), 15:30 bis 18:45, K-210 Seminarraum / Study Room
Mo (16.09.2019), 15:30 bis 18:45, K-211 Seminarraum / Study Room
Mo (16.09.2019), 15:30 bis 18:45, K-212 Seminarraum / Study Room
Mo (16.09.2019), 15:30 bis 18:45, K-213 Seminarraum / Study Room
Mo (16.09.2019), 15:30 bis 18:45, K-301 Seminarraum / Study Room
Mo (16.09.2019), 15:30 bis 18:45, K-302 ohne Fenster / No Window / Seminarraum / Study Room
Mo (16.09.2019), 15:30 bis 18:45, K-303 Wand / Wall / Seminarraum / Study Room
Mo (16.09.2019), 15:30 bis 18:45, K-303/05 Seminarraum / Study Room
Mo (16.09.2019), 15:30 bis 18:45, K-304 ohne Fenster / No Window / Seminarraum / Study Room
Mo (16.09.2019), 15:30 bis 18:45, K-305 Wand / Wall / Seminarraum / Study Room
Mo (16.09.2019), 15:30 bis 18:45, K-307 Seminarraum / Study Room
Mo (16.09.2019), 15:30 bis 18:45, K-310 Seminarraum / Study Room
Mo (16.09.2019), 15:30 bis 18:45, K-311 Seminarraum / Study Room
Mo (16.09.2019), 15:30 bis 18:45, K-313 Seminarraum / Study Room
Mo (16.09.2019), 15:30 bis 18:45, G-104 Seminarraum / Study Room
Mo (16.09.2019), 15:30 bis 18:45, G-106 Seminarraum / Study Room
Mo (16.09.2019), 15:30 bis 18:45, G-107 E. Krautkrämer Seminarraum / Study Room
Mo (16.09.2019), 15:30 bis 18:45, K-312 Seminarraum / Study Room
Mo (16.09.2019), 15:30 bis 18:45, G-105 Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 11:15, IP-C-101 Hörsaal / Lecture Hall
Mo (23.09.2019), 08:00 bis 09:30, G-104 Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 09:30, G-105 Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 09:30, G-106 Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 09:30, G-107 E. Krautkrämer Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 09:30, K-201 Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 09:30, K-202 ohne Fenster / No Window / Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 09:30, K-203 Wand / Wall / Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 09:30, K-203/05 Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 09:30, K-204 ohne Fenster / No Window / Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 09:30, K-205 Wand / Wall / Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 09:30, K-207 Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 09:30, K-210 Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 09:30, K-211 Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 09:30, K-212 Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 09:30, K-213 Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 09:30, K-301 Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 09:30, K-302 ohne Fenster / No Window / Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 09:30, K-303 Wand / Wall / Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 09:30, K-303/05 Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 09:30, K-304 ohne Fenster / No Window / Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 09:30, K-305 Wand / Wall / Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 09:30, K-307 Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 09:30, K-310 Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 09:30, K-311 Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 09:30, K-312 Seminarraum / Study Room
Mo (23.09.2019), 08:00 bis 09:30, K-313 Seminarraum / Study Room
Di (08.10.2019), 15:30 bis 18:45, IP-C-001 Family Business Auditorium Hörsaal / Lecture Hall
Do (10.10.2019), 11:30 bis 15:15, IP-C-101 Hörsaal / Lecture Hall
Do (10.10.2019), 15:30 bis 17:00, IP-C-101 Hörsaal / Lecture Hall
Mo (21.10.2019), 09:45 bis 11:15
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 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.
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 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.
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