Selling in the Digital EraLaajuus (5 cr)
Course unit code: KH00BN13
General information
- Credits
- 5 cr
- Teaching language
- Finnish
Objective
Having completed the course the student
• recognises the changes in customer behavior and their influences on sales
• describes the development of sales from product sales to digital sales
• analyses the business of the customer organisation in solution selling
• describes the purchasing process of a customer and understands the importance of customer experience in touchpoints
• understands the importance of value co-creation
• plans goal-driven sales and follow up
Content
• Recognises the changes in customer behavior and their influences on sales
• Describes the development of sales from product sales to digital sales
• Analyses the business of the customer organisation in solution selling
• Describes the purchasing process of a customer and understands the importance of customer experience in touchpoints
• Understands the importance of value co-creation
• Plans goal-driven sales and follow up