Semester: Spring
Credits: 10.00 ECTS
Target Audience:
Export Marketing, Business Administration or students with similar background
Prerequisites
Marketing, International marketing I and Corporate strategy or similar
Objectives
Gain theoretical and practical knowledge of sales and sales management.
Gain insight and understanding of supply and purchasing strategy in a company.
The course focus on seeing the sales and purchasing processes in a broad context including ethical and legal issues.
Topics
- Sales and sales management
- Sales managers role
- Sales planning and budgeting
- Ethical and legal issues of selling
- Managing and coaching the sales force
- The partnership process
- Sales psychology
- Sales training
- Sales presentations
- Customer loyalty, retention rate, customer satisfaction
- Negotiations
- Negotiations – dual view- seller/buyer
- Outsourcing –buying versus making
- The purchasing process- specifications and choice of supplier
- How to handle supplier relations
- Supplier networks
- Cooperation with suppliers and customers in the development of products and services
Instruction
Lectures, guest lecturers, exercises (cases), visit to companies. The course will be lectured in English.
Mandatory Assignments
Group exercise.
Evaluation
Group exercise will count 40% of the mark. A three hour written exam counts for 60%.