Artesis Plantijn Hogeschool Antwerpen
Business en Recht
Sales Management36487/3368/2425/1/21
Study guide

Sales Management

36487/3368/2425/1/21
Academic year 2024-25
Is found in:
  • Bachelor of Business Management, programme stage 3
    Specialisation:
    • Marketing
This is a single course unit.
Study load: 5 credits
It is not possible to enrol in this course unit under
  • exam contract (to obtain a credit).
  • exam contract (to obtain a degree).
Teaching staff: Bauer Evelyn
Languages: Dutch
Scheduled for: Semester 1
This course unit is marked out of 20 (rounded to an integer).
Possible deadlines for learning account: 15.10.2024 ()
Re-sit exam: is possible.
Possibility of deliberation/tolerance: This course unit is eligible for deliberation/tolerance according to the criteria as determined by the degree programme you are enrolled in.
Total study time: 130,00 hours

Prerequisites

being enrolled for at least 60 ects credits in programme part (year) 1 AND having passed, or having a deliberated/tolerated mark for Commercial Training.

Learning outcomes (list)

OLR MAR 1.0 - The bachelor BM/MAR has insights in (digital) marketing strategies and tactics, market analysis, marketing communication and sales, in general corporate organisational processes as well as in their interconnection, and can consequently apply these insights in a broad, globalised and changing (inter)national context.
You will name the steps of a sales plan and create a fictitious sales plan (based on sales funnel management, forecasting, balanced scorecard management, ezv).
You will describe the role and importance of a Customer Relationship Management system (such as customer journey, buyer persona, ezv) for a sales organization.
You will describe the function of the various roles in a sales organization and frame the relationships with Marketing, Back office, and general management.
You reflect critically on applied sales techniques in a B2B company.
You reflect critically on the various tasks of a sales manager (organizing, leading, motivating and planning) in a B2B company.
You apply the principles of 'joint value creation' in customer approaches
OLR MAR 7.3 - The bachelor BM/MAR can communicate fluently and spontaneously in spoken and written French, using the professionally appropriate vocabulary in a professional context.
You write profession-specific documents appropriately and in the appropriate language register.
You express yourself correctly in most formal situations and use appropriate business terminology.
You independently build a starting network with relevant stakeholders from your field.

Study material (list)

Mandatory
  • Author: lector

Educational organisation (list)

Learning Activities
Lectures and / or tutorials30,00 hours
Work time outside of contact hours68,00 hours
Workplace training and / or internship32,00 hours

Evaluation (list)

Evaluation(s) for first exam chance
MomentForm%Remark
Eerste examenperiodeKnowledge and comprehension test during the examination series60,00Open en/of gesloten vragen
Gesloten boek
Evaluation(s) for re-sit exam
MomentForm%Remark
2nd examination periodKnowledge and comprehension test during the examination series60,00Open en/of gesloten vragen
Gesloten boek
Evaluation(s) for both exam chances, not reproducible in re-sit exam
MomentForm%Remark
Eerste examenperiodeReflection assignment permanently during class weeks (Permanent evaluation)40,00Stage, reflectieopdracht en presentatie
Gesloten boek