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