Teacher: Jacob Aabroe    jacobh@rhs.dk

 

Version: March 1 2011

Week

Date

#

Field of study

Literature

Content

Remarks /

presentations

9

3/3

 

2

 

Introduction to the subject

 

Strategic plans

 

 

Sales Man Chap 1

 

 

 

Strategy

 

 

 

PP_Sales_1

4/3

4

Strategic plans

 

Sales and Customer Relationship Management

 

Sales Man Chap 2

 

Sales Man

Chap 5

 

 

 

 

Download:

SRM

Chap 2

 

Salgs Channels

 

B2B + CRM

 

Link to demo:

 

http://www.sugarcrm.com/crm/node/10024/task%3DDemos/tmpl%3Dsecure

 

Strategic Relationship Management

PP_Sales_2

 

PP Sales 5

CRM web-limks

 

Artikel DK

 

PP SRM 2

 

Exercise:

CRM vs SRM

 

 

 

 

 

 

Sales and Customer Relationship Management

 

 

 

 

 

 

 

 

STUDYDAY

 

Download:

SRM

Chap 2

 

 

 

 

 

 

 

 

 

Assignment

Strategic Relationship Management

 

 

 

 

Study-day

Assessment at the sales relationships

 

Studying in Teams

 

Assignment

 

OBS! Mail results to

eriks@rhs.dk

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Presentation  of case from friday 23rd Sept

 

Sales organization

 

 

 

 

L+SCM

Chap 4

 

Sales Man Chap 7

Chap 11

Chap 12

Reflection og feedback

 

 

 

Customer service

 

 

 

Designing sales force

Setting Goals

Motivating

 

 

 

Systemteori DK

 

 

PP L+SCM 4

 

 

 

PP Sales 7

PP Sales 11

PP Sales 12

 

Diff og Integr

 

Study-day

 

Rovertronics

assignment

10

10/3

2

Benchmarking and other analyses

Sales Man Chap13

 

L+SCM

Chap 11

 

Download:

Bench. In Construction

Chap 2

 

Analysis and customer information

 

 

Demand Management

 

Benchmarking

 

Project start

PP Sales 13

 

PP LSCM 11

 

Three types of Benchmarking

 

PP Bench Artikler DK

11

15/3

 

 

 

 

3

Etics og CSR

Sales Man Chap 4

 

Download

Porter CSR-Strategy

 

Etics

 

 

CSR

 

PP Sales 4

 

 

PP_CSR

12

22/3

3

 

 

 

 

13

31/3

4

Projekt feedback

 

Presentation of the results from the projects – each team present

+ feedback

Feedback on project

 

5/11

 

TEST

 

TEST Course Element 1 – multiple choice test

 

14

?

3

Business Modelling

 

Innovative power

Download

Clarifying Business Models

 

Download

12 different ways

 

Download

Value Innovation

 

Download

Reinventing your Business Model

Osterwalder´s Model

Download 72 pages for free:

 

http://www.businessmodelgeneration.com/

 

 

Creative processes

 

PP_Osterwalder

 

PP_Clarifying

 

 

 

PP 12 ways

 

 

 

 

PP Value Inno

 

 

PP Reinventing

 

15

11/4-

12/4

 

15/4

 

Innovation Camp

 

Presentation

 

Team work in Copenhagen

 

 

19th presentation and feedback

Innovation Camp

17

26/4

27/4

6

3

Assessment of SCM

L+SCM

Chap 10

 

Distribution structures

 

PP LSCM 10

 

18

3/5

3

Selecting the best SCM

L+SCM

Chap 16

New tendencies in SCM

PP LSCM 16

 

PP Culture and Strategy

 

Check-liste SCM

 

19

 

 

 

 

 

Semester Project

20

17/5

3

Repetition

 

 

Repetition

Literature:

 

Strategy & Organization

Tanner, Honeycutt & Erffmeyer: Sales Management, Pearson Education, 2009

ISBN 978-0-13-602611-2

 

Together with “Sales/Marketing”:

Søren Hougaard & Mogens Bjerre: Strategic Relationship Marketing,

Samfundslitteratur, 2002

ISBN: 978-87-593-0840-0

 

Logistics

Patrik Jonsson: Logistics and Supply Chain Management, McGraw Hill, 2008

ISBN 9780077117382