Study Guide

Learning outcomes

The student is able to
- recognise what professional selling is and what areas of expertise are included in it
- acquire understanding of different personality types and recognise them in others
- gain a rudimental understanding on how to tailor their sales approach according to each type
- tailor their selling process so that it matches the buying process of the customer

Implementation and methods of teaching

The course is composed of four mandatory sprints (each apr. 2 weeks long) that form the course learning tasks (facilitated process writings); and one mandatory reflective follow-up learning task (facilitated process writing). The last task is assessed by the teacher. The rest are peer assessed using an assessment framework provided by the teacher. There is also self-assessment in the end.
During the course, you are responsible for your own work only - no group work will affect your grade.
You can do the whole course from your couch. - That being said, class participation is very highly recommended based on course feedback from courses held previously in a similar fashion.
The time during classes is half teacher led. The other half is spent discussing the course subjects in small groups (3-5 students), again facilitated by a framework provided by the teacher. The small groups vary during classes.
In between classes, there is preliminary work to be done in preparation for the small group sessions (also part of the facilitated process writing - so mandatory regardless of participation to classes).

Timing and attendance

Not mandatory yet very highly recommended based on course feedback from previous courses held in a similar fashion.

Learning material and recommended literature

All learning contents are accessible on the internet via course platform.

Alternative completion methods

Facilitated process writing and small group study during classes (30% class, 70% virtual)
Facilitated process writing (100% virtual)
Book exam (online) - updated booklist available on request after three classes are held

Working life cooperation

-

Exam retakes

Book exam accessible online after three classes have been held until the end of the semester.

Learning environment

Classroom 30% / virtual 70%
OR virtual 100% (no class participation)

Student time use and work load

classes 7 x 2h 14h
materials 4 x11h 44h
writing 4 x 15h 56h
assesm. 4 x 3h 16h
reflection 1 x 5h 5h
all together 135h

Contents

The purpose, role, skill demands, and salary of the professional B2B-salesperson.
The interdependence and independence of marketing and sales functions: how they should meet and act together for the benefit of the customer, company, and salesperson. The why and how of social selling in the third party social media platforms (FB, Linkedin, twitter etc.). The sales-process and how to lead it using challenger and insight -selling strategies. Sales KPI´s (Key Performance Indicators), and how to choose them. Understanding and leading emotions - your´s and those of customers. Language as a tool for leveraging trust and understanding: the art of asking and listening correctly. Introduction to body language, and how to read it. How to create and use Buyer Personas. The importance of context - how to get it right. How to conquer self-doubt and stress. Role of learning. Money vs meaning.

Additional information for students: previous knowledge etc.

Initiation course to marketing or similar knowledge acquired.

Assessment criteria

Peer assessment 50%
Self-assessment 30%
Teacher assessment 20% (with Superpowers to raise/lower 2 grades)

Criteria is shown and explained at the beginning of the course (assessment matrix).

Assessment scale

1-5