Artesis Plantijn Hogeschool Antwerpen
Business en Recht
Sales Management36487/3519/2526/1/71
Study guide

Sales Management

36487/3519/2526/1/71
Academic year 2025-26
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: 01.12.2025 (Academic year)
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_MAR .

Learning outcomes (list)

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
You express yourself in most formal situations correctly and use appropriate business terminology.
You write profession-specific documents appropriately and in the appropriate language register.
You independently build a starting network with relevant stakeholders from your field.

Study material (list)

(course) material on the electronic learning platform digitapMandatory
  • 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
1st examination periodKnowledge 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
1st examination periodReflection assignment permanently during class weeks (Permanent evaluation)40,00Stage, reflectieopdracht en presentatie
Gesloten boek