[ 973ISICSSPS21 ] SE Key Sales Skills and Sales Psychology

Es ist eine neuere Version 2023W dieser LV im Curriculum Master's programme Joint Master's Program Global Business - Russia/Italy 2023W vorhanden.
Workload Education level Study areas Responsible person Hours per week Coordinating university
2 ECTS M1 - Master's programme 1. year Business Administration Christoph Teller 2 hpw Johannes Kepler University Linz
Detailed information
Original study plan Master's programme Management 2021W
Objectives Students of this course should

  • Develop a basic understanding of sales management and its role within the sales organization
  • Learn and apply basic theories of sales and sales psychology
  • Internalize a framework of sales processes including after sales processes and Customer Relationship management
  • Understand the basics of key account and area sales management
  • Understand the key aspects of people management incl. remote people management with intercultural demands
  • Internalize the key aspects of the buying cycle
  • Think self-reflective as well as critically and develop a broad mind set
Subject Most graduates of business programs will start their careers in a sales or sales related role or even in a sales organization. Further, acquiring sales skill is vital for everyone as selling products, services, ideas, and of course his/herself is important in every professional (and private) contexts. Hence, this course aims at providing a theoretical basis of Sales Management and Sales Psychology with a specific focus on digital sales environments and strong practical implications. Within the digital revolution the need for remote management skills is of high demand and hence concrete tools in this regard will be facilitated. The course structure will include the role and view of the sales manager as well as the role of employees and how to manage employees within a high-pressure sales environment most effectively. As part of people management, a short overview on how to sell effectively and to create a basic understanding of the sales cycle and the psyche of a buyer and seller will be examined.
Criteria for evaluation The criteria of evaluation will be two - folded:

  1. Cooperation and input in the seminar (15%)
  2. Assignment focusing on a critical reflection about the covered content (85%)
Methods The course leader will use the latest technology and stretch on the usage of digital didactic tools. The content will be presented actively by the course leader as well as interactively as a team along with the students. Aspects of team teaching, role plays, debates and tools that enhance self-reflection and critical thinking will be used.
Language English and French
Changing subject? No
On-site course
Maximum number of participants 25
Assignment procedure Assignment according to priority