Grundlagen des Vertriebs, Gruppe A

A. Managing the Sales Process

A.1 Setting and Getting Prices (price negotiation, price-volume-cost-terms calculations): Sessions 01-02

A.2 Selling Value (value proposition, value-in-use calculation, personal selling techniques): Sessions 03-04

A.3 Building Relationships (opportunity management, networking, key account management): Sessions 05-06

B. Managing the Sales Force

(sales force deployment, forecasting and pipeline management, compliance): Sessions 07-09)

C. Managing Sales Channels

(demand generation process, selling through distributors, future of consumer goods sales and retailing): Sessions 10-12.

• In regard to factual knowledge, the participants are enabled to apply salespeople jargon to discussing the status of a sale (such as the “buying center”, “red flags”, “pipeline”, “RFQ”, “gatekeepers”, and other idioms) and a price negotiation (such as “BATNA”, “ZOPA”, “walk-away price”, “non-offer offer”). They are enabled to understand the specific terminology of sales management in various industry sectors (FMCG, engineering, IT, professional services, medical and electrical equipment, trade).
• In regard to conceptual knowledge, the participants are enabled to analyze the composition of a buying center, to evaluate the fit of the sales process with organizational structure, to apply methods for sizing the sales force, to compute trade-offs between price and other profit drivers, and to explain the typical strategic and selling challenges in a variety of industry contexts.
• In regard to selling-specific procedural knowledge, the participants are enabled to apply a structured sales process and negotiation blueprint, to evaluate the win probability of an opportunity and to identify potential roadblocks, to evaluate the needs of a customer through questions, to create and deliver a sales presentation, to deal with customer objections, and to provide constructive feedback on selling behavior of others.
• In regard to general business-relevant procedural knowledge, the participants are enabled to prepare for business meetings and internal committee sessions, to make the best out of a limited preparation time budget, to make concise contributions to meetings, to constructively build and comment on contributions by other participants in the meeting, and to derive a course of action from a careful analysis of the situation and a structured evaluation of alternatives.

In case of illness, this exam can be retaken in August.

Students who do not pass the module Marketing & Sales can take a 180-minute examination resit in August. 90 points of the examination resit refer to Foundations of Sales and 90 minutes to Foundations of Marketing. In case of illness in August, students can retake the course together with the next class in January and February.