06240676 - Sales Management
| Niveau de diplôme | |
|---|---|
| Crédits ECTS | 4 |
| Volume horaire total | 39 |
| Volume horaire CM | 24 |
| Volume horaire TD | 15 |
Responsables
Objectifs
B2B sales are part of a complex landscape, made up of economic, social, technological, environmental, legal and even political aspects. For a salesperson, it's constantly changing, with a new dimension where competition and competitiveness are no longer the only criteria for success.
Sales management is changing more than ever. It's taking a consultative approach, focusing on value for customers, the company and the salesperson themselves. In this context, our B2B course enables students to learn and prepare for the new sales processes.
This course aims to train students to acquire or improve their knowledge of the key concepts of prospecting, the sales act and negotiation.
Students will develop practical skills to better understand challenges and objectives, enabling them to anticipate, understand and respond to customer expectations and objections.
With an emphasis on compliance, caring and sustainable practices, this course focuses on a variety of sales development processes. These include establishing and refining a sales pipeline, analyzing sales data, fostering customer loyalty and navigating cross-cultural dynamics.
Students will also explore the use of technological tools, such as customer relationship management (CRM) software, online sales platforms and the latest trends and innovations.
Students will explore the role of a sales team leader and manager, with learning on recruitment, motivating salespeople, team building and key account management.
In addition to sales mechanisms and processes, this course aims to provide students with a dimension of teamwork and collaboration, through practical case studies and real-life situations.
Welcome within the sales management value!
Estimation of private study (outside of contact hours): 20 hours (including review of lectures, tutorial exercises and final assessment + speaking and visual presentation within a workgroup session).
DIMENSION OF SOCIAL RESPONSIBILITY
Few parts of course address social responsibility.
In a context of sales environment and relations between customers and suppliers, CSR (Corporate Social Responsibility) play a crucial role. Most companies are used to implement responsible purchasing practices that consider the social and environmental impacts of suppliers.
TARGETED KNOWLEDGE AND SKILLS
At the end of the course, student should be able to:
Through the acquisition of these targeted knowledge and skills, student will gain a thorough understanding of B2B marketing and sales, as well as the practical skills to sales-related tasks and work well with other organizational functions.
Sales management is changing more than ever. It's taking a consultative approach, focusing on value for customers, the company and the salesperson themselves. In this context, our B2B course enables students to learn and prepare for the new sales processes.
This course aims to train students to acquire or improve their knowledge of the key concepts of prospecting, the sales act and negotiation.
Students will develop practical skills to better understand challenges and objectives, enabling them to anticipate, understand and respond to customer expectations and objections.
With an emphasis on compliance, caring and sustainable practices, this course focuses on a variety of sales development processes. These include establishing and refining a sales pipeline, analyzing sales data, fostering customer loyalty and navigating cross-cultural dynamics.
Students will also explore the use of technological tools, such as customer relationship management (CRM) software, online sales platforms and the latest trends and innovations.
Students will explore the role of a sales team leader and manager, with learning on recruitment, motivating salespeople, team building and key account management.
In addition to sales mechanisms and processes, this course aims to provide students with a dimension of teamwork and collaboration, through practical case studies and real-life situations.
Welcome within the sales management value!
Estimation of private study (outside of contact hours): 20 hours (including review of lectures, tutorial exercises and final assessment + speaking and visual presentation within a workgroup session).
DIMENSION OF SOCIAL RESPONSIBILITY
Few parts of course address social responsibility.
In a context of sales environment and relations between customers and suppliers, CSR (Corporate Social Responsibility) play a crucial role. Most companies are used to implement responsible purchasing practices that consider the social and environmental impacts of suppliers.
TARGETED KNOWLEDGE AND SKILLS
At the end of the course, student should be able to:
- Review the basics of B2B sales and marketing, such as sales techniques and cycle, marketing strategies.
- Learn how to identify and target prospects, create contact lists and develop prospecting approaches.
- Study customers' expectations and concerns, as well as the stakeholders involved in purchasing process.
- Learn how to prepare and conduct a customer meeting and effective communication techniques.
- Explore negotiation tactics, handling objections and closing transactions.
- Understand workflows, team coordination and customer data management.
- Study recruitment strategies, financial incentives and talent retention.
- Learn how to motivate, train and evaluate your team members.
- Explore cultural differences and best practices for working with international customers.
- Discover how to develop action plans, monitor performance and adjust strategies.
- Explore strategic customer relationship management and the responsibilities associated with this role.
- Keep up to date with the latest technological advances and innovative sales methods.
Through the acquisition of these targeted knowledge and skills, student will gain a thorough understanding of B2B marketing and sales, as well as the practical skills to sales-related tasks and work well with other organizational functions.
Contenu
COURSE OUTLINE
1. Review the sales & marketing basics within B2B
2. Build an effective sales prospection
3. Understand customer and stakeholders
4. Set-up a customer meeting and succeed interview
5. Negotiate, secure and finalize the sales
6. Manage sales process within the organization
7. Attract, hire and compensate salespeople
8. Develop sales team performance
9. Manage cross-cultural sales relationships
10. Implement the sales enablement
11. Act as a Key Account Manager
12. Use new trends and innovations in sales
1. Review the sales & marketing basics within B2B
2. Build an effective sales prospection
3. Understand customer and stakeholders
4. Set-up a customer meeting and succeed interview
5. Negotiate, secure and finalize the sales
6. Manage sales process within the organization
7. Attract, hire and compensate salespeople
8. Develop sales team performance
9. Manage cross-cultural sales relationships
10. Implement the sales enablement
11. Act as a Key Account Manager
12. Use new trends and innovations in sales
Bibliographie
PRESCRIBED TEXTS AND PUBLICATIONS
Getting to yes - Negotiating Agreement Without Giving In (R.Ficher, W.Ury - 1981)
New Sales. Simplified (M.Weinberg - 2012)
Start with why (S.Sinek - 2011)
RECOMMENDED TEXTS AND PUBLICATIONS
Blue ocean strategy (W.Chan Kim, R.Mauborgne - 2004)
(Français excl.) : Lève-toi et prospecte / Lève-toi et vends / Lève-toi et négocie (N.Caron)
(Français excl.) : Petit traité de manipulation à l'usage des honnêtes gens (RV.Joule, JL.Beauvois - 1987)
EMBLEMATIC BOOKS OR RESEARCH PAPERS REGARDING THE SUBJECT OF THE COURSE
Building a winning sales force (A.Zoltners, P.Sinha, S.Lorimer - 2009)
(Français excl.) Management de la Force de vente (C.Founier - 2016)
Getting to yes - Negotiating Agreement Without Giving In (R.Ficher, W.Ury - 1981)
New Sales. Simplified (M.Weinberg - 2012)
Start with why (S.Sinek - 2011)
RECOMMENDED TEXTS AND PUBLICATIONS
Blue ocean strategy (W.Chan Kim, R.Mauborgne - 2004)
(Français excl.) : Lève-toi et prospecte / Lève-toi et vends / Lève-toi et négocie (N.Caron)
(Français excl.) : Petit traité de manipulation à l'usage des honnêtes gens (RV.Joule, JL.Beauvois - 1987)
EMBLEMATIC BOOKS OR RESEARCH PAPERS REGARDING THE SUBJECT OF THE COURSE
Building a winning sales force (A.Zoltners, P.Sinha, S.Lorimer - 2009)
(Français excl.) Management de la Force de vente (C.Founier - 2016)
Contrôles des connaissances
Individual grade
Personal written report (3 to 5 pages) based on different themes suggested by the lecturer
Other grade(s)
Grading during class
Speaking presentation
Weight: individual grade (60%) / In-group grade (40%)
Personal written report (3 to 5 pages) based on different themes suggested by the lecturer
Other grade(s)
Grading during class
Speaking presentation
Weight: individual grade (60%) / In-group grade (40%)
Informations complémentaires
TEACHING METHODS
The teaching method used is:
it also encourages interactivity with students to express themselves in a respectful manner, particularly during role-playing exercises and oral presentations. A particular attention is paid to the diversity of exchanges, regardless of level of public speaking confidence, experience or previous learning.
NATURE OF MATERIALS
The lecturer uses and shares course materials, including visual and audiovisual presentations. Some or all these materials are given to the student at the end of each session. Because of the specific information given during the course, it is strongly recommended that students add their own personal notes.
TEACHING INNOVATIONS AND USE OF TECHNOLOGY
Exploring and sharing digital sales management tools (ex. CRM Salesforce), including those based on Artificial Intelligence (ex. ReportLinker)
PRE-REQUISITES IN TERMS OF KNOWLEDGE AND SKILLS
RESOURCES AVAILABLE
Academic papers are provided in PDF file format and will be available for upload on Moodle.
Books are available on OmniBU.
The teaching method used is:
- Interactive lectures (CM)
- Case study and role plays (TD)
it also encourages interactivity with students to express themselves in a respectful manner, particularly during role-playing exercises and oral presentations. A particular attention is paid to the diversity of exchanges, regardless of level of public speaking confidence, experience or previous learning.
NATURE OF MATERIALS
The lecturer uses and shares course materials, including visual and audiovisual presentations. Some or all these materials are given to the student at the end of each session. Because of the specific information given during the course, it is strongly recommended that students add their own personal notes.
TEACHING INNOVATIONS AND USE OF TECHNOLOGY
Exploring and sharing digital sales management tools (ex. CRM Salesforce), including those based on Artificial Intelligence (ex. ReportLinker)
PRE-REQUISITES IN TERMS OF KNOWLEDGE AND SKILLS
RESOURCES AVAILABLE
Academic papers are provided in PDF file format and will be available for upload on Moodle.
Books are available on OmniBU.