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2023　Sales Strategy and Organization

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Academic unit or major
Graduate major in Engineering Sciences and Design
Instructor(s)
Kitazawa Kotaro 
Class Format
Lecture    (Face-to-face)
Media-enhanced courses
Day/Period(Room No.)
Thr9-10(W9-327（W936）)  
Group
-
Course number
ESD.H403
Credits
2
Academic year
2023
Offered quarter
1-2Q
Syllabus updated
2023/3/20
Lecture notes updated
-
Language used
Japanese
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Course description and aims

In this lecture, students will learn how to formulate a sales strategy and how to create a sales organization while being aware of the position of sales in a company and scientific recognition of "what sales is". In addition, you will come into contact with the "thoughts" and experiences of those who are actually in management, and learn while demonstrating how they are implemented. Specifically, students will learn the position of sales in a company, how to formulate an excellent sales strategy, how to apply sales strategy to tactics, how to develop individual sales skills, how to create an excellent sales organization, and lead to the resolution of misunderstandings about sales (sales is not sales, but business making), arousing interest, and the path to starting a business (including in-house entrepreneurship).

Student learning outcomes

The goal of this course is to understand the positioning of sales function in the whole business process. Student can take the effective actions of sales as an entrepreneur.

Keywords

Sales Strategy, Sales Tactics, Personal Ability, Organizational Development

Competencies that will be developed

✔ Specialist skills Intercultural skills ✔ Communication skills Critical thinking skills ✔ Practical and/or problem-solving skills

Class flow

Firstly, students learn the position of sales in the whole business process and the way how to build an excellent sales strategy.
Secondly, students learn the way how to break down a sales strategy into sales tactics.
Thirdly, students learn the personal skills in the sales context, and how to cultivate them.
Fourthly, students learn the models of excellent sales organizations and learn how to develop one.
At the end of the course, each student gives a presentation and receives comments.

Course schedule/Required learning

  Course schedule Required learning
Class 1 Introduction What is sales in this era? Learn the essence of sales and what sales can do in science.
Class 2 For Formulating Sales Strategies1 About the "thoughts" of companies, departments, and individuals Learn how to create "thoughts" that create empathy and trust.
Class 3 For Formulating Sales Strategies2 Guest Lesson 1 Learn lessons from practitioners' experiences.
Class 4 For Formulating Sales Strategies3 Thinking about the structure of "thoughts" Based on RBV theory, students learn to identify the knowledge they need.
Class 5 For Formulating Sales Strategies4 Thinking about the structure of "thoughts" Based on dynamic capability theory and SCP theory, students learn to change habits and skills to be honed.
Class 6 For Formulating Sales Strategies5 Guest Lesson 2 Learn lessons from practitioners' experiences.
Class 7 Develop sales tactics1 Develop a real strategy Learn how to create a path to strategy from "thoughts".
Class 8 Develop sales tactics2 Turn strategy into tactics Break down strategy into tactics with 5W3H
Class 9 What is individual sales strength1 Guest Lesson 3 Learn lessons from practitioners' experiences.
Class 10 What is individual sales strength2 Presentation skills, communication skills, etc. Learn what you need to acquire as a salesperson.
Class 11 Sales Organization Guidance 1 Sales process evaluation, sales capability evaluation, etc. Based on the knowledge of organizational guidance, learn what a sales organization is.
Class 12 Sales Organization Guidance ２ Guest Lesson ４ Learn lessons from practitioners' experiences.
Class 13 Student Presentation 1 Presentation and report submission Improving human appeal Present what you have learned about sales strategy and organization.
Class 14 Student Presentation 2 Presentation and report submission Present what you have learned about sales strategy and organization.

Out-of-Class Study Time (Preparation and Review)

To enhance effective learning, students are encouraged to spend approximately 100 minutes preparing for class and another 100 minutes reviewing class content afterwards (including assignments) for each class.
They should do so by referring to textbooks and other course material.

Textbook(s)

Business making Textbook for MBA Students (Tokuma Shoten)

Reference books, course materials, etc.

Textbook for excellent sales leaders (Toyo Keizai Inc.)

Assessment criteria and methods

Presentation 50%, Term Report 50%
Subject of the Term Report will be announced.

Related courses

  • ESD.H402 ： Social Entrepreneurship
  • ESD.H406 ： Marketing Science
  • ESD.H404 ： Finance

Prerequisites (i.e., required knowledge, skills, courses, etc.)

None.

Contact information (e-mail and phone)    Notice : Please replace from "[at]" to "@"(half-width character).

KITAZAWA Kotaro: kotaro.kitazawa.sps[at]gmail.com

Office hours

To be announced in the first class.

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