Sales Management

Course Code :1305TEWKOO
Study domain:Management science
Academic year:2017-2018
Semester:2nd semester
Contact hours:30
Study load (hours):84
Contract restrictions: No contract restriction
Language of instruction:English
Exam period:exam in the 2nd semester
Lecturer(s)Vassilios Kritis

3. Course contents *

  1. Introduction to Corporate sales: A general introduction to the function of Corporate Sales, typology of sales people, daily and periodic tasks, recruitment and compensation systems. Introduction to CRMs and Sales Forecasting.
  2. Business Modeling: The Presentation of the Alexander Osterwalder Methodology of Business Modeling Canvas, wherein students learn about the Canvas building blocks, and also learn about various contemporary popular business model patterns, like, unbundling BMs, the long Tail, multisided models, freemium and free models, etc…
  3. Transactional Analysis: The students receive a detailed introduction to Eric Berne’s theory of TA about the behavioral typology of human beings. The method has become popular in business schools and postgraduate education of corporate management since the late seventies. Students learn to understand themselves better, as well as those with whom they interact in their daily exchanges (transactions). They also learn to recognize social games and hidden (Ulterior) messages and the sources/reasons of this behavior (so called life-positions). Ability to ‘read’ an adversary is critical in negotiations and sales campaigns.
  4. Target Account Selling: This Large Account Development and Management method, which has emerged from ex-IBM top account managers in the late eighties / early nineties, and eventually, through a series of subsequent acquisitions of the initial company, it ended up within Oracle Corporation, is a four part fundamental guide covering Sales Qualification, Strategy, Politics and the Sales Plan that is aimed at winning and maintaining large Sales Accounts.
  5. CRM: Under this generic name the functions supported by automated (software) tools aimed at assisting corporate Sales executives and their management in their daily business processes is being explored.
  6. Selling to Government and Winning Bids: A description of the structure and the components necessary in large bids, especially those to government agencies (EU as an example) are presented here.
  7. Negotiating Skills: An introduction to negotiating skills with a thorough explanation of powers, techniques, styles, and tactics with numerous examples are presented in this part of the course.
  8. Effective communications: Here the students learn how to convey oral messages well and also learn how to listen effectively too. Numerous techniques and hints / tips are presented.
  9. Solution Selling: A 3x3 matrix technique, invented by Michael T. Bosworth in the early nineties and explained in his book (1995) Solution Selling, is presented in this section of the course. It is aimed to teach students how to lead a conversation between a buyer and a seller into the creation of a solution vision for the buyer leading to the products of the seller. Elements of the Socratic method are at play here.