Study Guide

Objectives (course unit)

The aim of the course is to develop expertise in strategic sales as part of value-creating and growth-oriented business. The course provides readiness for applying sales strategies and models, as well as implementing them within the sales organization.

Upon completing the course, the student will:
• know how to build a sales strategy
• understand the significance of sales models as part of a sales strategy
• outline the role of a sales manager, especially in leading growth and implementing strategic changes
• lead and develop sales from a strategic perspective

Content (course unit)

Sales and growth management in modern business environments
Sales strategy and models
The role of a strategic sales leader in value-creating sales
Implementing changes

Assessment criteria, satisfactory (1-2) (course unit)

The student recognizes key features of sales and growth management and understands the role of a sales manager in promoting them. The student comprehends the role of strategic sales as part of value-producing business growth. The student can define the essential elements of sales strategy and models. The student can identify areas of change management and recognize the significance of change management as part of implementing reforms in the sales organization.

Assessment criteria, good (3-4) (course unit)

The student comprehensively analyzes the entirety formed by sales and growth management, as well as the role of a sales manager in promoting them. The student can explain the role of strategic sales as part of value-producing business growth. The student can formulate a sales strategy and select supporting sales models. The student dissects the areas of change management and can explain the impact of change management on implementing reforms in the sales organization.

Assessment criteria, excellent (5) (course unit)

The student can analyze sales and growth management and recommend suitable practices for a sales manager responsible for these. The student can thoroughly justify the impact of strategic sales on business growth. The student can develop a sales strategy and choose supporting sales models while anticipating possible factors of change. The student comprehensively understands the connections between change management and implementing reforms and can model various approaches for situations requiring change.

Assessment scale

0-5