Course: Sales and Business Development credits: 5
- Course code
- CIVP19SBD
- Name
- Sales and Business Development
- Study year
- 2023-2024
- ECTS credits
- 5
- Language
- English
- Coordinator
- A.C. Otte
- Modes of delivery
-
- Lecture
- Tutorial
- Assessments
-
- Sales and Business Development - Computer, organised by STAD examinations
Learning outcomes
Upon successful completion of this course students will be able to
- understand the role and characteristics of the sales function in a B2B context;
- understand which selling skills are relevant and what the responsibility of a B2B salesperson is;
- understand concepts related to relationship selling, multi-channel selling, sales management and technology in sales;
- describe and apply the concepts of the cost structure of a project or business;
- understand and perform a break-even analysis and analysis of operating leverage;
- describe and apply the concept of management budgeting;
- identify the essential basic perspectives of marketing ethics;
- discriminate and discuss the intent, means, and ends of a variety of ethical situations;
- debate an originally developed position regarding an ethical marketing dilemma.
Content
Level
Introduction
Literature/study materials
For the latest info, go to the reading list on the intranet: Hanze.nl/marketingprogramme or the Blackboard course.
Introduction
Content
The course uses three topics to support the IPA 4 project.
Sales Theory
In this course we will address theory related to selling in a B2B context. We look at sales from an organisational perspective; the sales department and function itself and in relation and cooperation with other departments in the organisation. Sales management is also addressed; what is relevant in managing a sales team? We will also zoom in on the job of the salesperson in B2B. What skills are relevant and how to be successful in a B2B sales position. Various currently relevant sales topics are addressed, such as relationship selling, and multi-channel selling.
Business calculation
The topics covered in this course are break-even analysis, operating leverage, cost price calculation and budget variance.
Ethics
Is it okay for a supermarket to position all the candy at kids-eye-level? As marketers, we influence the knowledge, feelings, attitude, and ultimately the behavior of consumers.
Our playing field is both the conscious and subconscious. How far can we go? Is anything that is legally allowed okay? Or do you hold yourself to a higher standard? In this course, you will explore what your own definition of ethical marketing is and why it is beneficial to our society to have a shared set of moral values. In four interactive lectures, plenty of examples will help us draw a line or paint a grey area.
The course uses three topics to support the IPA 4 project.
Sales Theory
In this course we will address theory related to selling in a B2B context. We look at sales from an organisational perspective; the sales department and function itself and in relation and cooperation with other departments in the organisation. Sales management is also addressed; what is relevant in managing a sales team? We will also zoom in on the job of the salesperson in B2B. What skills are relevant and how to be successful in a B2B sales position. Various currently relevant sales topics are addressed, such as relationship selling, and multi-channel selling.
Business calculation
The topics covered in this course are break-even analysis, operating leverage, cost price calculation and budget variance.
Ethics
Is it okay for a supermarket to position all the candy at kids-eye-level? As marketers, we influence the knowledge, feelings, attitude, and ultimately the behavior of consumers.
Our playing field is both the conscious and subconscious. How far can we go? Is anything that is legally allowed okay? Or do you hold yourself to a higher standard? In this course, you will explore what your own definition of ethical marketing is and why it is beneficial to our society to have a shared set of moral values. In four interactive lectures, plenty of examples will help us draw a line or paint a grey area.
Literature/study materials
For the latest info, go to the reading list on the intranet: Hanze.nl/marketingprogramme or the Blackboard course.
Included in programme(s)
School(s)
- School of Business, Marketing and Finance