Benefit
- Gives skills to understand the B2B sales process
Target Group
- The training is suitable for anyone interested in the basics of sales
Learning objectives
After completing the course, the student
- Understands the role of selling in the process of creating long-term customer value in relationships
- Understand multichannel usage as part of the sales process
- Knows the sales management process step by step
- Is aware of the methods associated with leading a sales-team
Content
- Quantitative approaches
- Definitions and perspectives of personal selling
- Relationship marketing and personal sellling
- Value-based selling
- Psyhology of selling
- Communication for relationship building
- Sales knowledge
- Relationship selling process
- Managing yourself, your career and others
Teaching Mode and Methods
Lectures, project work, cases. Online teaching.
Study Material
- Futrell, C (2014): Fundamentals of Selling, McGraw-Hill
- Other material provided by the lecture
Assessment
Numerical (0-5).
Schedule and Location
This course includes two different study group: one of them will be located on Tuesday, Wednesday and Thursday evenings at 16-20 o’clock (possibly also on Saturday) and another group will be on Friday between 12-20 timespan and Saturday between 8-16 timespan.
Further Information
Heidi Skjäl
Senior Lecturer
School of Business | Business Economics
Timo Malin
Senior Lecturer
School of Business | Business Economics
