Sales in Financial ServicesLaajuus (5 cr)

Objective

The student is able:
- to apply the theories of personal selling and sales process in practical sales conversations

- to execute the different stages of the sales conversation from the opening to the closing of the sale

- to formulate a solution to the customer based on the needs identification

- to use interaction skills appropriate to the sales situation

Content

- Customer and product knowledge

- Practical training of the sales conversation stages

- Buyer-seller role-plays

- Video-recording and analyzing sales conversations

- Coaching and sparring