B2B Sales and NegotiationsLaajuus (5 cr)

Objective

Student can sell products and services in a customer-oriented way. Student knows the difference of demand and indirect demand in sales situations. Student acknowledges the meaning of sales steps and can prepare for a sales negotiation. Student is aware of the specific features of B2B and can consider the cusotomer's business and develop his/her own action to support long-lasting partnerships.

Content

- making and implementing negotiation and sales plans
- customer contacting and developing partnerhips
- sales process
- customer understanding and networks