Study Guide

Objective

The student
- knows how to define the target group and set goals and schedules for sales
- understands what affects the purchasing behavior of the target group and plans sales accordingly
- knows and implements the different stages of the sales process (also social selling)
- chooses proper and cost-efficient sales channels
- understands the client needs and uses communication skills accordingly in the sales situation
- is able to create a positive atmosphere in his/her sales team for achieving sales goals.

Content

Basics of purchasing behaviour
Sales process theory
Planning of sales and realization of the plan, budgeting and monitoring
Customer oriented and solution focused sales

Evaluation scale

H-5