2019 Sales Strategy and Organization

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Academic unit or major
Graduate major in Engineering Sciences and Design
Instructor(s)
Kitazawa Kotaro 
Course component(s)
Lecture
Day/Period(Room No.)
Thr11-12(W936)  
Group
-
Course number
ESD.H403
Credits
2
Academic year
2019
Offered quarter
1-2Q
Syllabus updated
2019/4/18
Lecture notes updated
-
Language used
Japanese
Access Index

Course description and aims

This course provides the way to develop an excellent sales strategy and sales organization based on the understanding of the position of sales in the whole business process and the essence of sales. The students can learn the position of sales in the whole business process, the way to develop an excellent sales strategy, the way to break down a sales strategy into sales tactics, the personal skills in sales context, the way to cultivate his/her personal skills, and the models of excellent sales organizations and learn how to develop one.

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

Intercultural skills Communication skills Specialist 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? Explain the essence of sale and the role of sales leader.
Class 2 Sales Strategy (1): Marketing theory, Product knowledge, Customer value, Developers belief Explain Marketing theory, Product knowledge, Customer value, and Developers belief.
Class 3 Sales Strategy (2): Communication with marketing line, Leading marketing line. Explain Communication with marketing line and Leading marketing line.
Class 4 Sales Strategy (3): data/information/knowledge/wisdom, Knowledge creation process Explain data/information/knowledge/wisdom in sales context and Knowledge creation process.
Class 5 Sales Tactics (1): Trade expansion process, Understanding the customer Explain Trade expansion process and Understanding the customer.
Class 6 Sales Tactics (2): Question technique, Customer’s issue, Proposal Explain Question technique, Customer’s issue, and Proposal.
Class 7 Sales Tactics (3): Issue re-production, Customer education, Support acquisition, Information infrastructure acquisition Explain Issue re-production, Customer education, Support acquisition, and Information infrastructure acquisition.
Class 8 Personal Ability (1):Encounter design, Data map for getting customer Explain Encounter design and Data map for getting customer.
Class 9 Personal Ability (2) :Presentation skills, Communication skills, Customer insight Explain Presentation skills, Communication skills, and Customer insight.
Class 10 Personal Ability (3):Negotiation adjustment, Bargaining power, Closing skills, Good impression creation Explain Negotiation adjustment, Bargaining power, Closing skills, and Good impression creation.
Class 11 Organizational development (1) :Energy and Energize, Evaluation of sales process, Evaluation of sales ability. Explain Energy and Energize, Evaluation of sales process, and Evaluation of sales ability.
Class 12 Organizational development (2) :Monitoring sales motivation, Promoting action, Educating decisiveness Explain Monitoring sales motivation, Promoting action, and Educating decisiveness.
Class 13 Organizational development (3) :Supporting effort routinization, Conflict recognition and overcome, Improving coaching skills, Improving human appeal Explain Supporting effort routinization, Conflict recognition and overcome, Improving coaching skills, and Improving human appeal.
Class 14 Presentations and comments (1) Present what I learnt about sales strategy and sales organization.
Class 15 Presentations and comments (2) Present what I learnt about sales strategy and sales organization.

Textbook(s)

See above.

Reference books, course materials, etc.

Supplementary handouts will be provided in class.

Assessment criteria and methods

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

Related courses

  • ESD.H405 : Product Design and Development
  • ESD.H402 : Social Entrepreneurship
  • ESD.H407 : Leadership
  • ESD.H406 : Marketing Science
  • ESD.H404 : Finance
  • ESD.H408 : Business Law

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

None.

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