Study Guide

Objective

After completing the course the student is able to:
- apply the theories of personal selling and sales process in practical sales conversations
- execute the different stages of the sales conversation from the opening to the closing of the sale
- propose a solution to the customer based on a needs identification
- use interpersonal skills required in a sales situation
- utilise the data collected in sales negotiation situation to develop own negotiation skills
- plan a manuscript and to execute it in the sales competition
-to be able to take customer needs into account when planning and implementing a project.

Content

- Customer and product knowledge
- Practical training of the sales conversation stages
- Buyer-seller role-plays
- Video and data analysis of sales conversations
- Coaching and sparring
-Customer project implementation

Content scheduling

- Customer and product knowledge
- Practical training of the sales conversation stages
- Buyer-seller role-plays
- Video and data analysis of sales conversations
- Coaching and sparring
-Customer project implementation

Evaluation scale

H-5