Managing Operative Sales, 5 cr

Core content

• BECOMING INTERNATIONAL
  -Different ways of exporting
  -internationalization process
  -Global key account management
  -Practicalities in international trade
  -protecting receivables in international trade
• SALES MANAGEMENT
  -Evolution of the sales organisation
  -Responsibilities of sales managers
  -Sales budget
  -Managing the sales organisation with budgets and reports
  -Skills of a successful salesperson
  
  
• PRICING IN B2B ENVIRONMENT
  -A salesperson adding value for the customer
  -Understanding pricing in different industries
  -Pricing process in B2B context
  -Payment terms and discounts
  -Project sales - engineering needed for pricing
  -Pricing as a tool for value capture
• SELLING THROUGH DISTRIBUTORS
  -Dealer categorisation for systematic management
  -Different types of intermediaries
  -How intermediaries create value?
  -Pricing when using distributors
  -working with distributors
• CHARACTERISTICS OF B2B MARKETS -customer value
  -market structure
  -product characteristics
  -purchasing behaviour
  -sales and distribution
  
• SALES PROCESS IN B2B MARKETS
  -Identifying prospects
  -Pre-approach
  -Approaching the customers
  -Presentation and Demonstration
  -Closing the sale
  
• FROM TRANSACTION TO A CUSTOMER RELATIONSHIP
  -Operative sales process and related documentation
  -Evolution of a customer-supplier relationship
  -Managing customer relationships with annual contracts
  -customer lifetime value and key account management
  -CRM data adding value to both supplier and customer

Complementary knowledge

• Setting targets for distribution partners
• Evaluation of sales potential in practice
• Revenue models as tools for value capture
• Motivating distribution partners
• Derived demand as a tool to estimate business impact of a technology discontinuity
  
• Modern ways of building sales material and sales communications tools
• Buying center
  

Specialist knowledge

• Internationalization process as a plan or a path
• Sales - helping customers make money
• Building sales material to change the revenue model for improved value capture
• Building a value proposition for both the end user and potential distribution partner
• Basic idea of Inbound sales and how to use inbound sales philosophy effectively
• Building sales material for efficient communication of customer perceived value in practice
• Taking into account the different customer roles impacting the sales process when building sales material