Objectives and competences
In this course students:
• systematically enhance their theoretical knowledge in the field of marketing and are able to apply it;
• gain the ability to apply their theoretical knowledge in practical simple problems in the field of selling;
Content (Syllabus outline)
1. Definition and developmemt of sales
2. The role of contemporary digital technology
3. Marketing and sales
4. Ethics in sales
5. Definition of sales management
6. Sales management as a process
7. Managing salesforce
8. Customers' behaviour
9. The role, goals and chracteristics of sales in digital era
10. Steps in sales implementation
Learning and teaching methods
Ex-catedra lecturing.
Interactive lecturing.
Multimedia presentations.
Case studies.
Seminar projects.
Seminar training.
Field work.
Solving fictive and actual problems.
Team work.
Intended learning outcomes - knowledge and understanding
Development of knowledge and understanding:
Students:
• acquire comprehensive knowledge in the area of selling;
• are able to explain the characteristics of different steps in the selling process as well as the linkages between them;
• learn how to analyse and synthesise specific environmental influences on the selling decision making process;
Intended learning outcomes - transferable/key skills and other attributes
Cognitive/Intellectual skills:
Students:
• understand and apply critical analysis and their usability in solving real professional problems, without guidance;
• get the ability to search for and synthesise new information from the field of selling in literature and praxis and to place them in appropriate professional frame;
• can select appropriate techniques for real problem solving;
Key/Transferable skills
Students:
• further develop skills and expertise in the use of knowledge in the field of selling;
• upgrade the ability to become an autonomous learner;
• upgrade the ability for team-work and team leadership;
• further develop their communication skills in an effective manner to effectively solve conflicts;
• can select and manage information with minimal guidelines.
Practical skills
Students:
• are able to act autonomously with minimal guidelines and supervision.
Readings
Obvezna študijska literatura (Compulsory textbooks):
1. Iršič, M., Snoj, B. (2021). Prodaja – temeljni koncepti in njihova uporaba v procesu prodajanja. Pearson Education.
Dodatna študijska literature (Additonal textbooks):
2. Manning, G.L., Reece, B.L., Ahearne, M. (2010). Selling Today; Creating Customer Value; Pearson Education International.
Prerequisits
The students have to do intermediate colloquium in order to do the final exam.
Additional information on implementation and assessment Type (examination, oral, coursework, project):
40 % Collocvium
60 %Written exam
