Content, progress and pedagogy of the module

The module will focus on the company's management of sales processes, including the way in which companies – by linking strategy and sales – are able to ensure the optimal fulfilment of the company's goals and visions in the meeting with customers and partners.

The module is built on four sub-elements: Organisation and Management, Processes and Concepts, Technology & Skills and Training. For each of the four sub-elements, the student will be introduced to relevant theories and methods.

Learning objectives

Knowledge

The objective is that the student after the module possesses the necessary knowledge on:

• sales enablement as a discipline and method for the development of sales by organisations, including various models and methods for sales enablement.
• the sub-elements which are necessary in order to development sales enablement functions in a business: Sales Strategy, Customer Segmentation, Sales Management, Sales Processes, Sales Methods and Sales Channels.

Skills

The objective is that the student after the module possesses the necessary skills in:

• analysing specific sales challenges.
• planning sales initiatives in order to comply with the sales strategy of the business.

Competences

The objective is that the student after the module possesses the necessary capabilities in:

• distinguishing between specific sales methods and to select and deselect methods according to the specific sales situation.
• describing and arguing for selection and deselections in the administration and management of sales organisations.
• advising and making selections about sales development in organisations.

Type of instruction

For information see §17.

Exam

Exams