Description
Sales Marketing is a course that helps students develop the skills required to sell a product, service or themselves as a matter of fact at job interviews. The course provides students with the basic sales dialogues required to fulfill such a function in a company although it also provides students with a model and practice to develop their sales negotiations skills, which are often vital to securing a sale under the right conditions. This course also provides students with a framework and conceptual understanding about how to structure and motivate a sales team and the sorts of leadership qualities that good sales managers need when handling sales teams.
Type Subject
Tercer - Obligatoria
Semester
First
Course
4
Credits
4.00
Previous Knowledge
Objectives

Students will go away from the course having developed a thorough knowledge of sales techniques for modern organizations. They will understand how to manage the selling function and how to organize sales teams. Most important they will develop skills and competences. These include negotiation skills, our ability to read others´emotions and how to manage our emotions.

Keyword Competencies (to be worked on in the course):

Emotional self awareness, emotional self control, achievement orientation, positivism, understanding others, organizational understanding, empathy/assertiveness, influence, conflict management, team building, inspirational leaderships.

Contents

Overview of the personal selling.

Building Trust.

Intoduction to Negotiation.

Understanding buyers (and recruiters).

Negotiation.

Communication Skills.

Sales Management.

Strategic prospecting.

Planning sales dialogues and presentations.

B2C sales.

Sales dialogues: creating and communicating value.

Sales negotiations.

Expanding customer relationships.

Self leadership and teamwork.

Methodology

The learning experience is based on a range of teaching methods that seek to foster your understanding of the marketing function.

The classes will involve silmulations and roles plays to practice sales techniques. These will concentrate on the principle sales concepts, readings and case studies that you will be required to do outside class time as well as in-class discussions...

Evaluation
Evaluation Criteria

Sales person interview project hand-in (groups) Mid term. 10 %

And sales person interview presentation (groups) Mid term. 10 %

Individual Assignment Selling a Retail Product Sales (B2C) and feedback. 15 %

Group Assignment Selling B2B video and feedback. 15 %

Exam (multiple choice and short essays) 40 %

Participation and assignments for class (cases, articles, etc…) 10 %

Basic Bibliography

Ingram, T., Laforge, R., Avila, R., Schwepker, Jr., Milliams, M., (2012 Edition) SELL South Western, Cengage Learning.

Additional Material