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 (1st semester)
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)

The Bachelor of Business Management – Marketing has insight into (digital) marketing strategy and tactics, market analysis, marketing communication, and sales, as well as general business and organizational processes and their interrelations, and can apply this insight in a broad professional 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
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