Course: Strategic Sales credits: 5

Course code
CIVB22SAL
Name
Strategic Sales
Study year
2023-2024
ECTS credits
5
Language
English
Coordinator
H.C. Kooi
Modes of delivery
  • Tutorial
Assessments
  • Strategic Sales - Other assessment

Learning outcomes

The course is linked to the national program profile MM Learning outcome “Business Development” 

  1. Student is able to apply strategic sales theory in a commercial B-to B environment. 

  1. Student is able to distinguish between and reconcile the various roles and interests of the Decision Making Unit 

  1. Student is able to build and maintain an effective long-term relationship with the client.  

  1. Student is able to negotiate a favourable deal for both parties involved aligned with the strategy of the company. 

Content

The way to reach breakout performance in strategic sales is the same formula for becoming adept at anything, from playing the piano to becoming the best tennis player in the world. It is about mastering performance through knowledge, skill, and discipline. Organizations nowadays are clamoring for high-impact sellers, and we know what it takes to become one. In the course strategic sales, filled with simulations, you will master the theory as well as the practice.  

The theory is about understanding strategic sales in a commercial B-to-B environment. The focus in this is on practice, using case studies and role-plays. We let students feel the authentic experience of selling in an advanced strategic sales role. 

This course is relevant for those students who aspire to a commercial career but also for students who want to master negotiating skills for use in other careers as well because negotiation is everywhere. 

Included in programme(s)

School(s)

  • School of Business, Marketing and Finance
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