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21st Century Business Skills - Sales skills

21st Century Sales Skills is part 1 of the twin minor “21st Century Business Skills”

This twin minor consists of two minors of two courses each:

  • Minor 1: 21st century sales skills
    • International Sales & Sales Management
    • Digital Marketing
  • Minor 2: 21st century decision making skills
    • Big Data
    • Model Thinking

All courses focus on problems and issues that 21st century businessmen and women face on a day‑to‑day basis.

Short of offering a deeper insight into theories and proven models and technologies, students will spend a vast amount of their time on genuine case studies and practical exercises.

As indicated by the title of this minor, the development of your business skills is equally balancing the acquisition of related business knowledge. As such, this minor is perfectly suited to young men and women who aim to get prepared for an international business environment where the proof of the pudding is in the eating.

Though they all together combine the most essential business skills, each of the courses can be followed separately from the others.

Leerdoelen

INTERNATIONAL SALES & SALES MANAGEMENT

This course looks into the field of International Sales and Sales Management. Industrial Marketing and BtoB follow specifics 'rules of engagement' that differ significantly from the strategies concerning Marketing and Consumer Behavior. Learning to cope and manage in this environment is essential to anyone interested in a professional career in international business. Both skills as well as knowledge are addressed. This is accomplished by lectures, guest lectures, cases, a project and role-play.

Special attention will be paid to:

  • Understand the importance of sales force management and continuous selling skills development;
  • Understand the sales management and the personal selling process in BtoB sales;
  • Contribute to the development of sales strategies and sales planning;
  • Be aware of the methods needed in managing and leading an international sales team;
  • Apply the skills to apply various selling techniques in sales negotiations in BtoB selling.

DIGITAL MARKETING

In this course students will learn how evolving technologies are transforming both the ways in which consumers and organizations access information as well as how they communicate with each other. Various forms of new media will be explored as will the manner in which marketing research is undertaken to understand the new generation of digital consumers.

Students will apply their knowledge and critical thinking skills to solve marketing problems presented in case studies and will be assessed on their ability to develop a strategic approach to digital marketing planning in small groups. Theoretical knowledge will be tested via a comprehensive exam at the end of the class.

Special attention will be paid to:

  • search marketing
  • social media
  • mobile marketing
  • affiliate marketing
  • email marketing
  • performance marketing
  • customer engagement

Ingangseisen

None.
Though all four courses make up a logical combination of 21st Century Business Skills, any of the courses mentioned above can be taken without being enrolled for one or more of the others.

Most lectures, workshops and assignments will not require calculus, but be prepared for some algebra!

To be able to use a vast amount of time on workshops and practical trainings, students are expected to study theory and prepare (team) assignments before showing up in class.

Course codes:

  • International Sales & Sales Management: 34508
  • Digital Marketing: CU34517

Toetsing

International Sales & Sales Management

1. Individual assignment

 Learning Journal

Weighing: 50%

Bottom grade: 5,5

2. Individual exam

Weighing: 50%

Bottom grade: 5,5

Digital Marketing

1. Group presentation

Weighing: 50%

Bottom grade: 5,5

2. Individual exam

Weighing: 50%

Bottom grade: 5,5

Literatuur

INTERNATIONAL SALES & SALES MANAGEMENT

Selling and sales management
Authors: David Jobber and Geoffrey. Lancaster
Publisher: Harlow
ISBN 9781292078007

DIGITAL MARKETING

Understanding Digital Marketing
Marketing Strategies for Engaging the Digital Generation
Authors: Damian Ryan and Calvin Jones
Publisher: Kogan Page Ltd
ISBN 9780749478438

Rooster

INTERNATIONAL SALES & SALES MANAGEMENT

·         1x 1,5 hours lecture per week

·         1x 3 hours seminar per week

DIGITAL MARKETING

·         2x 2 hours class meeting per week