Sales and Purchacing Processes (5cr)

Objective

Student
- understands the importance and the role of sales in business
- understands the importance of long-term customer relationships in B2B-sales
- recognizes buying processes and behaviour of B2B customers
- can perform different stages of sales processes effectively
- can apply different sales methods and tools in different stages of sales process

Content

- B2B sales processes
- Expert and value creation sales processes
- Different buying processes and customer types
- Interaction between sales and buying processes