Sales Enablement

2020/2021

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

Name of examSales Enablement
Type of exam
Oral exam
Individual examination.
ECTS5
AssessmentPassed/Not Passed
Type of gradingInternal examination
Criteria of assessmentThe criteria of assessment are stated in the Examination Policies and Procedures

Facts about the module

Danish titleLedelse af salgsprocesser
Module codeKAMAR202013
Module typeCourse
Duration1 semester
SemesterSpring
ECTS5
Language of instructionEnglish
Location of the lectureCampus Aalborg
Responsible for the module

Organisation

Study BoardStudy Board of Business Economics
DepartmentDepartment of Business and Management
FacultyThe Faculty of Social Sciences