Y3-IBO

Sales and Account Management

Field Name
Title of educational unit
Year of Study
Period
Year
Study load
Learning Outcomes

Link with Framework Competencies

IBMS
Target Group / Position within
curriculum
Prerequisites
Level
Course contents

Didactical Form

Assessment

Description
Sales and Account Management
2013-2014
Semester 1
3
2 ECTS = 56 hours of study
At the end of this course students are able
to:
-identify / understand the cultural
differences between cultures;
-use the concept of Hofstede in this respect;
-apply Hofstede in his/her personal contacts
with different cultures;
- understand the role of Account / Sales
management within organizations;
- identify the roles of sales persons in sales
negotiations;
-perform the role and proper behavior of a
sales person in sales negotiations;
- apply international sales / negotiation
skills, taking Hofstede model into account;
-know the pathways and recognize the
pitfalls of doing business internationally;
- create and perform account plan(ning).
P2.3 P5.3 P6.2 G3.3 G7.3
Major IBS module, Prof Line
No specified prerequisites are needed.
level 3
Cultural differences : Hofstede
Account & Sales Management: Account plan
(ning), Role of sales in organization, what is
sales, Client Pyramid, What to do with
setbacks., How to sell and experience the
harsh world of sales. The process of selling
and buying.
4 Trainings 2 hrs in class of 4 PGs
1 Workshop training 2 hrs in group of
2 PGs
1 Business conversation 2 hrs per PG
Assessme OSIRIS
Number Minimum
nt
code:
of EC:
grade:
Method(s)
Role play
Pass/fail
with
(pass is
guiding
2
necessary
document
to obtain
ECTS)
Account
5.5
plan

-19-08-2013- International Business & Management Studies Year 3

Name of lecturer(s) / coaches

Mr G.W. (Wim) de Haas, Mr F.A.A. (Frank)

Paridaens
No
BB announcements
200
English
All trainings attendance is obligatory.

Literature
Electronic media
Capacity
Language of instruction
Details/peculiarities
Set up & learning environment
Teaching
activities
Training
Workshop
selling
skills
Written
exam

Wk 1

Wk2

Wk3

2 hrs

2 hrs

2 hrs
2 hrs
2 hrs in one of these weeks

Preparatio
n
paper

Quarter 1:
International
Business
Organisation

Wk5

Wk6

Wk7

Deadline
account
plan
During sales role play
2 hrs in one of these weeks

Defense

Content
Training

Wk4

Wk1

Wk2

Wk3

Wk4

Introduction to
Sales & Account
Management

Cultural
Dimensions and
Selling
techniques

The Selling
Process

Account Plan(ning)

Additional note regarding assessment:

A resit of the role play will be offered in case of a fail. One possibility for
adjusting the account plan will be offered only in case of a lower mark
than 5.5.

-19-08-2013- International Business & Management Studies Year 3