The theme of the 2nd semester is ‘Business Development with an International Perspective.’ Under this heading, you will be taught ‘developing the sales base,’ 'the sales performance’ and ‘follow-up and retention.’ In addition to these subjects, you must also take an elective course which will give you specialist competencies within an area of your choice. During the semester you will be taught how to develop, evaluate, implement and follow-up on sales strategies for various types of businesses. You can also choose to study the 2nd semester at an educational institution abroad - you can read more about this here.
Developing the sales base (10 ECTS)
This subject will teach you how to develop sales strategies and sales plans for an international business. You will acquire understanding and be able to reflect on central theories and models that can be used to develop sales strategies and sales plans that will impact on the market of a company.
You will also acquire general and broad knowledge of management theories that can support the development of the company’s sales base. You will be taught disciplines that can support a sales strategy such as organisational development, change management, personal development, self-management, stress management, team building and competency development plans.
The tactical and operational sales performance (5 ECTS)
You will learn how to select and apply relevant theories and models that you can use at a practical level to plan and implement tactical and operational sales based on the sales strategy developed. You will acquire the skills needed to professionally propose changes to the strategy and the sales initiative in the process of planning the implementation of the sale.
You will become the employee who runs, manages and develops an organisational action plan that will ensure successful implementation of the sales plan in specific sales situations. You will for example learn how to develop the financial foundation of a sales strategy in a hands-on setting for a company. You will also learn about recruitment and selection of sales staff, coaching and conflict management.
Inplementation and follow-up and retention (5 ECTS)
This subject will teach you how to follow-up on a sales strategy and the subsequent specific sale. You should be able to measure and analyse sales initiative results using relevant methods and apply your knowledge to the proposal of action plan adjustments. You will learn about customer follow-up tools, tools you can use to measure employee satisfaction and also how to evaluate the work carried out by the sales function.
Elective course element (10 ECTS)
The elective theme gives you the opportunity to specialise in the direction you wish. You must choose a subject that you can study in detail within the overall framework of the programme. You will gain experience in structuring the subject of your choice, defining objectives for your knowledge, skills and competencies, conducting relevant research and presenting your findings and results to others. You are to write a report about the subject and subsequently take part in a presentation and a discussion with your lecturers and fellow students.