Expert Sales and Negotiation SkllsLaajuus (5 - 15 cr)

Objective

The student:
- knows how to sell products and services according to customers´needs
- recognizes and implements the stages of sales process
- knows the special characteristics of b-to-b-sales
- takes the customer and his/her business into consideration in the sales negotiations and pursues long lasting customer relationships

Content

Knowledge and implementation of sales process theory, draft and implementation of sales plan
Understanding of b-to-b sales and customer relations development
Importance of dialogue in sales negotiations