Introduce basic knowledge about the psychology behind selling and buying to students including a sales process in synchronization with the different buying stages of a buyer to students. / Sales psychology; Sales frameworks and theories; Sales process and Buying process / Theory Critical thinking; Self-awareness

Equip students with a profound understanding of the role of sales within profit organizations and the role emotions while selling and buying with the objective to identify seller and buyer types in the seller – buyer exchange process. / Influencing Psychology; Customer emotions profiling / Theory and Application / Mental agility

Enhance and strengthen the personality of students towards becoming a critically thinking, self-reflective, confident sales person by building up a skill set of basic and advanced sales techniques./ Basic and advanced sales skills / Application / Communication and presentation; Mental agility; Adaptability

Provide students with a theoretical and practical foundation about sales funnel management and effective motivational people management taking remote and multicultural perspectives into account. / Sales management; People management; Remote management / Theory; Application Methodology / Communication and presentation; Adaptability

Enable students to convert potential buyers into loyal customers integrating psychological concepts while applying sales techniques effectively in accordance with the identified emotional buyer type. / Basic and advanced sales skills / Application / Communication and presentation; Self-awareness; Mental agility; Adaptability

Learning outcomes

• LO1: Recall basic international sales terminologies, define what sales psychology is including the sales process and recall the role of sales in a profit organization. [Subject knowledge – Business Management Qualification | International Orientation – Practical skills]
• LO2: Discuss the role of emotions in the sales process. [Subject knowledge – Business Management Qualification – Practical skills – Social skills – Cognitive and Transferable Skills]
• LO3: Identify seller and buyer types in the sales conversation and defend your judgement. [Subject knowledge – Business Management Qualification – Practical skills – Social skills – Intellectual Skills]
• LO4: Illustrate basic and advanced sales skills and examine which ones to apply within the different stages in the sales process. [Subject knowledge – Business Management Qualification | International Orientation – Practical skills – Social skills]
• LO5: Accurately make use of trust and relationship building, story telling and persuading techniques in a sales conversation. [Subject knowledge – Business Management Qualification – Practical skills – Cognitive & Transferable Skills – Social skills]
• LO6: Propose your own sales pitch and sales presentation and experiment with emotional selling, probing and evaluate the effectivity of your sales talk. [Subject knowledge – Business Management Qualification – Practical skills – Social skills – Intellectual skills]
• LO7: Critically analyze and evaluate which and how effective sales techniques are applied by sellers and provide feedback. [Subject knowledge – Business Management Qualification | International Orientation – Practical skills – Social skills – Intellectual skills]
• LO8: Utilize effectively barrier handling techniques to identify barriers, decide how to overcome them and creatively create a successful closing tool in order to close a sale. [Subject knowledge – Business Management Qualification – Practical skills – Social skills – Intellectual skills]
• LO9: Discuss sales management and people management strategies and evaluate the same on the grounds of effective remote and intercultural components. [Subject knowledge – Business Management Qualification | International Orientation – Cognitive & Transferable skills – Practical skills – Social skills]

A total of 100 points can be achieved in this course.

Range of assessment methods:
The range of assessment methods for the points distribution consists of:

1. Mandatory self-evaluation of group work and field task (not counted in points but amounts to field work assessment)
2. Peer feedback (not counted as points but amounts to course participation assessment)
3. Mandatory individual field work including reflection (max. 60 points)
4. Individual assessment of course participation (max. 15 points - 3 for each class)
5. Voluntary focus tasks after each session (max. 25 points - 5 for each class).

The assessment of each component follows a points system and the criteria for each task is specified: None of the tasks includes an exam and hence no multiple-choice questions. For the seminar paper students can choose between two field tasks related to sales skills or sales management including guiding questions.

Feedback culture:
Feedback for the assessed students' contributions include personal individual feedback in one – to – one conversation at the end of the course from the course leader to the students (voluntarily) as well as peer feedback after each group work in the course (mandatory). Guidelines for the peer feedback are provided in the course and follow ethical guidelines.

Voluntary and mandatory assessment:
After each session a focus task (out of class applied learning) will be presented including its evaluation criteria (in total 5 voluntary focus tasks). Students have one week to conduct the task. For each focus task a total of 10 extra motivation points can be achieved. In order to pass the course a minimum of one focus task is required in addition to the seminar paper (field work).

Synchronization of learning outcomes and assessments:

• LO1: Group task / Course participation assessment
• LO2: Group task / Course participation assessment
• LO3: Group task + Role Play + Peer Feedback / Course participation assessment / Focus task
• LO3: Group task + Role Play + Peer Feedback / Course participation assessment / Focus task
• LO4: Individual task + Presentation + Peer Feedback / Course participation assessment
• LO5: Individual task + Role Play + Peer Feedback / Course participation assessment / Focus task
• LO5: Role Play + Peer Feedback / Course participation assessment / Field task / Mandatory self-evaluation
• LO6: Individual task + Role Play + Peer Feedback / Course participation assessment / Focus task
• LO7: Group task + Debate / Course participation assessment / Focus task

Ethical conduct:
The code of ethics for all tasks is outlined repeatedly in the course and consists of the so called “WALLD” principle:

1. Work together
2. Appreciate and respect each other (no phone in the course), no plagiatism
3. Laugh together and Learn from each other
4. Discuss together