In this minor you will learn more about:
- Developing and executing an (international) sales and account strategy
- Conducting a convincing and structured sales conversation
- Developing negotiation skills and competences
The minor consists of 2 modules of 10 weeks which contains 15 ECTs each. Each module consists of 3 main parts:
Sales Training – 14 ECTs (7 ECTs per module)
Learning to sell and convince other stakeholders is something you must actually do and experience. Learning by doing is the key approach to optimising your sales skills in this minor. Therefore, you will receive hands-on training and coaching by trainers with many years of experience in sales. In order to provide the personal attention and coaching required, we work with groups of up to 16 students. You learn the intricacies of the profession based on real-life cases and practical experiences of your trainer. You will be able to study the theory at your own pace by means of online video clips. The weekly physical training sessions will enable you to put theory into practice.
Your conversational skills will be tested during a sales conversation in a realistic business-to-retail context; you will participate as a representative of a well-known leading premium brand in a Business-to-Retail environment.
- In the first module of the minor, the focus of the training courses is on conducting structured sales conversations and developing convincing sales support materials.
- In the second module, negotiation is the central theme. Here you will learn how to negotiate in a structured way, how to convince others and how to increase the effectiveness of your sales conversation and negotiations.
Learning Community – 8 ECTs (4 ECTs per module)
Everyone has different ambitions within sales. One wants to have an international sales role, the other wants to become an account manager in fashion or in a technical business-to-business environment. One wants to become a real estate agent, and another wants to start his own business.
The Learning Community will allow you to deepen your knowledge to those facets of the sales profession that you are interested in. Based on personal learning objectives, you will develop a substantive portfolio. Theory and practice go hand in hand in the Learning Community. This way you determine your own sales assignments, and you will shadow with various sales professionals in professional practice. You will really make your own choices and be the architect of your own educational program. During the physical meetings you will be coached by trainers who have all worked in sales practice.
Supporting courses – 4 * 2 ECTs (2 * 2 ECTs per module)
Apart from the practical skills in sales and negotiations, you will need to lay the theoretical groundwork. Therefore, this minor offers 2 courses per module that support the Sales Trainings and Learning Communities. Within these courses, various topics are discussed that you need to know about to be able to execute sales within the company and to give content and meaning to the sales conversation. These courses are supported with online video clips and various online workshops. In addition, guest speakers with hands-on experience in the field of business will share their insights. In a group you work on practical sales cases.
Each module consists of the following courses:
- Module 1:
- Demand Generation – you will learn about the acquisition process and the key elements to the start of a successful sales process!
- Trade Marketing – you will learn all the ins and outs of sales and category management in a Business-to-Retail environment.
- Module 2:
- Sales Strategy - you will learn the importance of a good sales strategy in a Business-to-Business environment and how to implement it.
- Account Management – this course is all about every aspect that is important for good relationship management.
You will be assessed by means of a portfolio as well as an oral assessment.