FHR School of Business Collegejaar 2016-2017

Study Plan: Global Sales & Account-management

Study year Term Course Studieload in credits Code tests
4 P14 Entrepreneurship 2

Lecturer(s) S.Sporkslede Examinator CVO Lecturer

S. Sporkslede P. Bruinhart
Literature Jobber D. & Lancaster G., Selling and Sales Management, ISBN 9780273762652, Druk 9.
Competenties:

Colle Objectives module Learning task Seminar & timetable Assignments / Sources
ge The student after completion of Self-study
the module is able to:
1 Understand the implications of Part 1 Sales perspective PowerPoint presentation: 90 Study chapter 1 Book: Jobber D. &
production, sales and marketing minutes and Lancaster G.,
orientation Chapter 1 Classical discussions Selling and Sales
- Development and role of Management
Identify the responsibilities of selling in marketing
sales management
-
2 Know where selling fits into the Part 1 Sales perspective PowerPoint presentation: 90 Study chapter 2 Book: Jobber D. &
marketing mix (product, price, minutes and Lancaster G.,
place en promotion). Chapter 1 Classical discussions Selling and Sales
- Development and role of Management
selling in marketing
3 Understand and appreciate the Part 1 Sales perspective PowerPoint presentation: 90 Study chapter 3-4 Book: Jobber D. &
differences between sales and minutes and Lancaster G.,
marketing strategies Chapter 2 Classical discussions Selling and Sales
- Sales strategies Management
Appreciate where the key
marketing concepts fit into the

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FHR School of Business Collegejaar 2016-2017

planning process

Identify component parts of the

communications mix

Differentiate between
objectives, strategies and tactics
4 Understand the different Part 2 Sales environment PowerPoint presentation: 90 Study chapter 4-5-12 Book: Jobber D. &
motivations of consumer and minutes and Lancaster G.,
organisational buyers Chapter 3 Classical discussions Selling and Sales
- Consumer and Management
Formulate strategies for organisational buyer
approaching consumer and behaviour
organisational buyers Chapter 4
- Sales settings
Recognise the importance of
relationship management

Understand the forces that

impact on selling and sales
management.
5 Appreciate why channels are Chapter 4 PowerPoint presentation: 90 Study chapter 6-7-13 Book: Jobber D. &
structured in different ways - Sales settings minutes and Lancaster G.,
Classical discussions Selling and Sales
Evaluate push and pull Chapter 5 Management
promotional strategies and - International selling
tactics
Chapter 12
Understand the nature and role - Internet and IT applications
of public relations as a selling in selling and sales management
tool
Understand key economic terms
relating to international trade

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FHR School of Business Collegejaar 2016-2017

Evaluate the role of culture in

international selling

Know how to organise for

international selling

Understand how a range of

information technology (IT)
developments have altered the
selling and sales management
functions.
6 Understand the importance of Chapter 6 PowerPoint presentation: 90 Study chapter 9-16 Book: Jobber D. &
consumer protection in the - Law and ethical issues minutes and Lancaster G.,
context of selling. Classical discussions Selling and Sales
Part 3 Sales technique Management
Appreciate how legal controls
affect sales activities. Chapter 7
- Sales responsibilities
Appreciate ethical issues in sales and preparation

Understand the meaning and Part 4 Sales Management

importance of the sales cycle
Chapter 13
Understand the importance of - Recruitment and selection
self-management in selling

Understand the art of

negotiation.

Appreciate that salesperson

selection is a key to ultimate
selling success.

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FHR School of Business Collegejaar 2016-2017

7 Understand what a key account Part 3 Sales technique PowerPoint presentation: 90 Book: Jobber D. &
is and the advantages and minutes and Lancaster G.,
disadvantages of key account Chapter 9 Classical discussions Selling and Sales
management - Key account management Management

Appreciate the tasks and skills of Part 5 Sales Control

key account management
Chapter 16
Understand the special role and - Sales forecasting and
competences of global account budgeting
management

Appreciate the key success

factors for key account
management

Recognise the position of sales

forecasting in the marketing
planning system

Comprehend how the sales

budget is derived and its
purpose.

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FHR School of Business Collegejaar 2016-2017

Exam Plan: Global Sales & Account-management

Exam(s) Curriculum Score Censure

Written Literature: Jobber D. & Lancaster G., Selling and Sales 100 55
Management

Ch1: Development and role of selling in marketing

Ch2: Sales strategies
Ch3: Consumer and organisational buyer behaviour
Ch4: Sales settings
Ch5: International selling
Ch6: Law and ethical issues
Ch7: Sales responsibilities and preparation
Ch9: Key account management
Ch12: Internet and IT applications in selling and sales
management
Ch13: Recruitment and selection
Ch16: Sales forecasting and budgeting

Written exam
Objectives module Reproduction Production
Retainment, Application Analysis Evaluation Creation
comprehension
Know where selling fits into the 5% 5%
marketing mix (product, price,
place en promotion).

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FHR School of Business Collegejaar 2016-2017

Identify the responsibilities of 5% 10%

sales management
Understand and appreciate the 5% 5%
differences between sales and
marketing strategies
Understand the forces that 10% 5%
impact on selling and sales
management.
Recognise the importance of 5% 5%
relationship management
Understand key economic terms 5%
relating to international trade
Evaluate the role of culture in 5%
international selling
Understand how a range of 5%
information technology (IT)
developments have altered the
selling and sales management
functions.
Understand the special role and 10% 10%
competences of global account
management
Understand what a key account is 5%
and the advantages and
disadvantages of key account
management