Digital Sales

Brief description

· Digital transformation in sales
· Use of data glasses in sales
· Digital value proposition
· Sales intelligence tools
· XR, augmented reality and virtual reality: possibilities and applications
· Applied sales training with digital media

Mode of delivery

face to face

Type

compulsory

Recommended or required reading and other learning resources/tools

· Rainsberger, L. (2024): Digital Transformation in Sales. Wiesbaden: Springer/Gabler
· Bernd, R., Fantapié Altobelli, C., Sander, M. (2023): International Marketing Management. 1. Aufl., Berlin: Springer

Planned learning activities and teaching methods

Theoretical inputs, exercises and practical examples, role plays, simulations of sales conversations, use of XR tools and digital images and digital twins, group work, student presentations, one-minute papers

Assessment methods and criteria

  • 100% continuous assessment
  • Assessment criteria: active participation in learning processes, completion of exercises and work assignments, participation in discussions, completion of project work and participation in group work

Prerequisites and co-requisites

Module Technik 3, Module Sales Training 1

Infos

Degree programme

Technical Sales and Marketing (Bachelor)

Cycle

Bachelor

ECTS Credits

4.00

Language of instruction

English

Curriculum

Part-Time

Academic year

2025

Semester

4 SS

Incoming

No

Learning outcome

After successful completion of this course, students can:

  • understand and be able to apply the basic principles and potential of digital transformation and new technologies in technical sales,
  • explain the knowledge, methods and techniques of XR, VR and AR in concrete terms and classify their benefits and to use and apply them in practice,
  • understand, explain and apply the benefits of digital sales.

Course code

1480-24-01-BB-DE-38