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Sales Management and Business Negotiations
Study Course Description
Course Description Statuss:Approved
Course Description Version:1.00
Study Course Accepted:02.04.2024 15:11:56
| Study Course Information | |||||||||
| Course Code: | SZF_078 | LQF level: | Level 6 | ||||||
| Credit Points: | 2.67 | ECTS: | 4.00 | ||||||
| Branch of Science: | Management; Business Management | Target Audience: | Marketing and Advertising; Management Science; Business Management | ||||||
| Study Course Supervisor | |||||||||
| Course Supervisor: | Līga Sileniece | ||||||||
| Study Course Implementer | |||||||||
| Structural Unit: | Faculty of Social Sciences | ||||||||
| The Head of Structural Unit: | |||||||||
| Contacts: | Dzirciema street 16, Rīga, szf rsu[pnkts]lv | ||||||||
| Study Course Planning | |||||||||
| Full-Time - Semester No.1 | |||||||||
| Lectures (count) | 7 | Lecture Length (academic hours) | 2 | Total Contact Hours of Lectures | 14 | ||||
| Classes (count) | 7 | Class Length (academic hours) | 2 | Total Contact Hours of Classes | 14 | ||||
| Total Contact Hours | 28 | ||||||||
| Study course description | |||||||||
| Preliminary Knowledge: | Not required. | ||||||||
| Objective: | This study course aims for development of students` understanding of sales management in companies, as well as understanding of main concepts and strategies rooted in business negotiation theory. Moreover, the course is focused on the development of sales and negotiation skills to succeed in reaching business goals. Students will be introduced to phases of the sales process and business negotiation process, expected results and factors influencing them. By getting acquainted with the main challenges of sales and business negotiation from entrepreneurial perspective, students will gain insight in sales management and business negotiation management. To achieve the aim of the course, the course content is designed based on a multidisciplinary approach that includes management, business, law, and psychology perspectives on sales and business negotiation. | ||||||||
| Topic Layout (Full-Time) | |||||||||
| No. | Topic | Type of Implementation | Number | Venue | |||||
| 1 | Sales management: planning of sales in an organization, organizational roles and responsibilities, performance indicators in sales | Lectures | 1.00 | auditorium | |||||
| 2 | Sales skills: client focus and relationship management in sales, sales strategies and techniques | Lectures | 2.00 | auditorium | |||||
| Classes | 2.00 | auditorium | |||||||
| 3 | Digitalization of sales, ecommerce | Lectures | 1.00 | auditorium | |||||
| 4 | Development of negotiation theory, fields of research | Lectures | 1.00 | auditorium | |||||
| 5 | Business negotiation process: phase model,negotiation goals, alternatives, information search, agenda, strategy development | Lectures | 1.00 | auditorium | |||||
| Classes | 1.00 | auditorium | |||||||
| 6 | Psychological aspects in business negotiations. Negotiation styles, argumentation and presuation. | Lectures | 1.00 | auditorium | |||||
| Classes | 1.00 | auditorium | |||||||
| 7 | Ethical dillemas in sales and busines negotiations | Classes | 1.00 | auditorium | |||||
| 8 | Business negotiation play | Classes | 2.00 | auditorium | |||||
| Assessment | |||||||||
| Unaided Work: | 1) Preparation of a sales offer for a service or product chosen by students, presentation. 2) Role-playing of business negotiations based on the case description. After the role-play, students reflect and prepare a report on the negotiation techniques and results observed. In order to evaluate the quality of the study course as a whole, the student must fill out the study course evaluation questionnaire on the Student Portal. | ||||||||
| Assessment Criteria: | Attendance - 10%; Preparation and presentation of sales offer - 20%; Negotiations play and preparation of a report - 40%; Exam - 30% | ||||||||
| Final Examination (Full-Time): | Exam | ||||||||
| Final Examination (Part-Time): | |||||||||
| Learning Outcomes | |||||||||
| Knowledge: | Understanding of sales management in companies, as well as main concepts and strategies rooted in the negotiation theory. Knowledge of the stages of the sales and business negotiation process, expected results and factors affecting results. Ability to constantly evaluate the rationale for ethical issues in sales and business negotiations. Understanding of the psychological aspects of sales and negotiation, as well as persuasion and argumentation. | ||||||||
| Skills: | Planning and organizing the sales function in a company, finding out customer needs and building relationships in sales, preparing and presenting a sales offer. Will be able to plan of business negotiations, strategy development, including setting goals, identification of interests, identification of alternatives, setting agenda. Conducting business negotiations, creating discussions, overcoming impasses. Managing emotions in business negotiations, building trust in business negotiations. Closing the deal, fixing the results. Developing a habit of self-reflection for further improvement of negotiation skills. | ||||||||
| Competencies: | Able to effectively represent one's (or the company's) interests, including determining the value and benefits of the product/service. Able to navigate the phases of the business negotiation process and lead negotiations. Able to focus on one's (company's) interests in business negotiations. | ||||||||
| Bibliography | |||||||||
| No. | Reference | ||||||||
| Required Reading | |||||||||
| 1 | White, Eden. Innovative Selling : A Guide to Successful Corporate Professional Selling. Business Expert Press. ProQuest Ebook Central, 2020. | ||||||||
| 2 | Digitalization process of complex B2B sales processes – Enablers and obstacles | ||||||||
| 3 | The Essentials of Contract Negotiation. Stefanie Jung & Peter Krebs, 2019. | ||||||||
| 4 | Michael Schaerer, Laurel Teo, Nikhil Madan, Roderick I Swaab. Power and negotiation: review of current evidence and future directions. 2020. | ||||||||
