2.5 Mobilising others - Entrepreneurial selling

3. Resource

(materials) for educators and business trainers:

4. Resources for

participants: 5. External/Additi onal material:

- What does it take to be a business owner - What do they need to know (law, economics, business administration) - What could possible challenges be? 2. Actual start-up process: - Test your product, know your customers, get to know the market - Name your company, start to make business decisions 3. Money/ Financial competence: - Startup financing models - Bootstrapping / Venture Capital / Seed funding 4. Build your company from the ground up: - Mentors and advisors - Cofounders and team members 5. Marketing: - Find your market and lead customers - Product partnerships - Strategy - Business plan - Branding and public relations - Social media management 6. Scale your business - Traction and scaling - Growth 7. Self-Management: - Self-motivation and goal setting - Work/life balance - Coaching

Short videos with transcripts would be best. Also reading material. Does not require a classroom or teaching techniques as the course could be fully online.

1. Module Overview Entrepreneurial selling

a. Main competence: Mobilizing Others b. Additional competence(s) Design

covered by the module: c. Learning Outcomes: - I can get inspired by role models and success cases and learn from these cases what is relevant to my circumstances. - I can persuade others by providing arguments and evidence for these arguments. - I can explain the key metrics for effective communication. - I can provide examples of inspiring communication campaigns and learn from them. d. Target Group: Suitable for educators e. Proficiency level: basic f. Workload (virtual ECTS): 3 ECTS

g. Assessment: The student grading on this course is based on two papers the students must hand in. Both papers will be based on group works. The groups correspond to the groups in which the student will perform their master project. The first paper is on ‘Mystery Shopping’ Counts for 40% of the total grade. Paper/Assignment Description: Select a product or service you know well, or you are considering purchasing. Could be anything. You can complete the assignment alone or as a group. As a group select shops that sell this product. Each member of the group picks one shop to evaluate. Visit the shop and pretend you are interested to purchase this product. 5 Master in Innovation and Entrepreneurship

The aim of the assignment is to see that you: - understand each of the principles discussed during the course - can apply these principles to any product or service. Evaluate how each of the techniques discussed during the course:

- is applied to persuade customers - could be applied to persuade customers Provide your opinion: - Are they doing it well? - How could they do it even better? - How do they compare to their competitor? - What did you learn from this assignment? The second paper is on ‘Persuasion and Behavioural Change Counts for 60% of the total grade: Paper/Assignment Description: During our course, we have reviewed many different theories, tools and techniques you can use to persuade others to change their opinion and to influence their behaviour. Now it is your turn to apply them on your master project. If your master project it is not applicable, you can choose another topic like the recruitment process of Master Students for the MIM program for in-stance. Use one specific persona and behaviour you would like to change with your project and think about how you could apply all the techniques you have learned during the course. The assignments will be graded as follows: - understanding of the overall issues: 30% - use the theoretical concepts presented in class: 30% 6 Master in Innovation and Entrepreneurship

- relevancy of the case chosen: 10% - quality of the written work submitted: 10% - creativity and originality of the solution proposed: 20% The scores given on both assignments will be: EXCELLENT: great work with little to no minor observations: 18 VERY GOOD: the work is better than average, albeit with some observations: 16 GOOD: good work, several observations: 13 SUFFICIENT: ok work, many serious observations: 10