Modulhandbuch (Module manual)

M.184.4114 Relationship Driven Selling
(Relationship Driven Selling: Theory & Practice)

Koordinator (coordinator):	Prof. Dr. Lena Steinhoff
Ansprechpartner (contact):	Andrea Hampel (andrea.hampel[at]uni-paderborn.de)
Credits:	5 ECTS
Workload:	150 Std (h)
Semesterturnus (semester cycle):	WS/SoSe
Studiensemester (study semester):	1-4
Dauer in Semestern (duration in semesters):	1

Lehrveranstaltungen (courses):
	Nummer / Name (number / title)	Art (type)	Kontaktzeit (contact time)	Selbststudium (self-study)	Status (P/WP) (status)	Gruppengröße (group size)
a)	K.184.41141 / Relationship Driven Selling	Vorlesung	30 Std (h)	120 Std (h)	P	24 TN (PART)
Wahlmöglichkeiten innerhalb des Moduls (Options within the module):
Keine

Empfohlene Voraussetzungen (prerequisites):
Zur Zeit sind keine Voraussetzungen bekannt. (No conditions are known.)

Inhalte (short description):
Contrary to many predictions, the sales function has not disappeared with the advent of modern B2B web and information sharing capabilities. In fact it is becoming increasing clear that the selling function is becoming even more important in a world where buying and selling information has become much more transparent, making the buy-sell interactions and the ensuing relationships even more important to both firms' success. Thus, in the world of B2B Marketing, the sales function is still key. However, the emphasis has changed. We now see a world where the salesperson is charged with being an adaptive, relationship builder, not a transaction creator. This course will delve into that world. Specifically, this course will have two components: (1) a theoretical review of key sales management material as it relates to adaptive, relationship focused selling, and (2) a corporate style sales training approach designed to allow students to build the practical selling and communication skills necessary to function as an adaptive, relationship focused salesperson. This course will involve reading, lectures, discussions, exams, and interactive exercises such as role-plays and cases.

Inhalte (short description):

Contrary to many predictions, the sales function has not disappeared with the advent of modern B2B web and information sharing capabilities. In fact it is becoming increasing clear that the selling function is becoming even more important in a world where buying and selling information has become much more transparent, making the buy-sell interactions and the ensuing relationships even more important to both firms' success. Thus, in the world of B2B Marketing, the sales function is still key. However, the emphasis has changed. We now see a world where the salesperson is charged with being an adaptive, relationship builder, not a transaction creator.

This course will delve into that world. Specifically, this course will have two components: (1) a theoretical review of key sales management material as it relates to adaptive, relationship focused selling, and (2) a corporate style sales training approach designed to allow students to build the practical selling and communication skills necessary to function as an adaptive, relationship focused salesperson. This course will involve reading, lectures, discussions, exams, and interactive exercises such as role-plays and cases.

Lernergebnisse (learning outcomes):

Fachkompetenz Wissen (professional expertise):
Studierende... gain knowledge of key sales management theories as they relate to adaptive relationship focused selling. gain knowledge of key sales management methods of adaptive relationship focused selling.
Fachkompetenz Fertigkeit (practical professional and academic skills):
Studierende... build practical selling and communication skills necessary to function as an adaptive, relationship focused salesperson. develop understanding for selection and evaluation of key sales management theories and methods of adaptive relationship focused selling.
Personale Kompetenz / Sozial (individual competences / social skills):
Studierende... acquire written and oral communication skills (in English). acquire selling skills and team working skills.
Personale Kompetenz / Selbstständigkeit (individual competences / ability to perform autonomously):
Studierende... learn strategies of gathering knowledge and applying that knowledge to different situations. act as a sales person for a company.

Prüfungsleistungen (examinations)
Art der Modulprüfung (type of modul examination): Modulteilprüfungen
	Art der Prüfung (type of examination)	Umfang (extent)	Gewichtung (weighting)
a)	Hausarbeit mit Präsentation	20 Seiten	60.00 %
b)	Präsentation	10 Minuten	20.00 %
c)	Besondere Form der Leistungserbringung. Details siehe Prüfungsumfang 3	Abgabe von Quizzes und Business Documents	20.00 %

Studienleistung / qualifizierte Teilnahme (module participation requirements)
Nein

Voraussetzungen für die Teilnahme an Prüfungen (formal requirements for participating in examinations)
Keine

Voraussetzungen für die Vergabe von Credits (formal requirements for granting credit points)
Die Vergabe der Credits erfolgt, wenn die Modulnote mindestens „ausreichend“ ist

Gewichtung für Gesamtnote (calculation of overall grade)
Das Modul wird mit der Anzahl seiner Credits gewichtet (Faktor: 1)

Verwendung des Moduls in den Studiengängen (The module can be selected in the following degree programmes)
M.Sc. IBS, M.Sc. BWL, M.Sc. International Economics and Management, M.Sc. Management, M.Sc. Management Information Systems, M.Sc. Taxation, Accountingand Finance, M.Sc. Winfo, M.Sc. Wirtschaftspädagogik, M.Ed. Wirtschaftspädagogik

Umfang QT (participation requirements):

Lernmaterialien, Literaturangaben (learning material, literature):

Teilnehmerbegrenzung (participant limit):
20 Personen

Sonstige Hinweise (additional information):
The module is taught by our guest professor Prof. James A. Eckert, Ph.D. from Western Michigan University. The language of instruction is English. The course will take place as a one-week block course. Prior to the block course, some preparatory online sessions will take place. The module is limited to 20 participants. Please register for the module in PAUL. Subsequently, please fill out the following form to apply for a place in the module: https://umfragen.uni-paderborn.de/index.php/385965?lang=en (mandatory). On this basis, the chair of Business Administration, esp. Marketing and Digital Transformation will select the participants. After the registration period, selected participants will be informed via e-mail. Please note that attendance to the introductory session is mandatory for all students who want to maintain their place on the course. Students who do not attend the introductory session will lose their place and be deregistered from the module. In case you have been selected to participate, cannot attend the introductory session due to a justified cause and still want to participate in the course, please inform us in advance via e-mail (marketing-dt@wiwi.uni-paderborn.de). Otherwise your place will be given to another student.

Sonstige Hinweise (additional information):

The module is taught by our guest professor Prof. James A. Eckert, Ph.D. from Western Michigan University. The language of instruction is English.

The course will take place as a one-week block course. Prior to the block course, some preparatory online sessions will take place.

The module is limited to 20 participants. Please register for the module in PAUL. Subsequently, please fill out the following form to apply for a place in the module: https://umfragen.uni-paderborn.de/index.php/385965?lang=en (mandatory). On this basis, the chair of Business Administration, esp. Marketing and Digital Transformation will select the participants. After the registration period, selected participants will be informed via e-mail.

Please note that attendance to the introductory session is mandatory for all students who want to maintain their place on the course. Students who do not attend the introductory session will lose their place and be deregistered from the module. In case you have been selected to participate, cannot attend the introductory session due to a justified cause and still want to participate in the course, please inform us in advance via e-mail (marketing-dt@wiwi.uni-paderborn.de). Otherwise your place will be given to another student.

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