Konzeption und Durchführung eines Trainings im Verkauf. Anhand eines Planspiels
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Bachelorarbeit aus dem Jahr 2022 im Fachbereich Psychologie - Wirtschaftspsychologie, Note: 1,3, Hochschule Harz - Hochschule für angewandte Wissenschaften (FH), Sprache: Deutsch, Abstract: Ziel der Bachelorarbeit ist es, ein Training, bzw. ein Trainingsmodul zu entwickeln und vorzustellen, welches nicht nur einzelne Aspekte des Verkaufsalltages beinhaltet, sondern theoretische Inhalte und starre Übungen in eine komplexe Umwelt einbettet. Dadurch soll ein stärkerer Bezug zur Realität hergestellt werden und damit der Transfer in den Alltag unterstützt werden. Im Vordergrund steht die Selbstgestaltung durch die Teilnehmer. Es werden keine fertigen Lösungen präsentiert, sondern Lösungen anhand von erlebten Situationen selbst (in der Gruppe) erarbeitet. Dabei werden die Erkenntnisse aus den verschiedenen Lerntheorien genutzt. Die Welt befindet sich im Wandel. Verschiedene Megatrends beeinflussen unser tägliches Leben und Miteinander. Unternehmen und private Haushalten müssen sich auf neue Herausforderungen wie den demografischen Wandel, die Globalisierung, eine kulturelle Vielfalt, das digitale Leben oder einen Wandel der Arbeitswelt einstellen. Da ist es wenig überraschend, dass sich in einer Informationsgesellschaft auch das Verkaufen verändert und entsprechende Trainings sich anpassen müssen. So bemängelt Stelzer: "Die heute praktizierten klassischen Verkaufstrainingsprogramme sind für den agilen und digitalen Wandel völlig unbrauchbar geworden". Er begründet diese Aussage mit den unveränderten Inhalten von Trainingsprogrammen seit den 1970er-Jahren, welche zudem in immer kürzeren Seminaren ohne Berücksichtigung der Erkenntnisse der Bildungswissenschaft gelehrt werden. Heutige berufliche und betriebliche Veranstaltungen zur Weiterbildung sind noch immer in Form von fremdgesteuerten Lernens (Vermittlungsdidaktik) statt selbst entdeckenden Lernens (Ermöglichungsdidaktik) gestaltet.
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