Industrial Sales Skills and Sales Process (5 op)

Arviointiasteikko

H-5

Tavoitteet

The student is capable:
- to explain the role of personal selling and  how professional salespeople are behaving
- to execute the different stages of the sales process in an effective and customer-oriented way
- to analyze buying behavior and buying processes
- to use appropriate sales models and sales skills in different sales situations and during the different stages of the relationship
-  to create long-term customer relationships in B2B context  from the value creation perspective.

Sisältö

Building customer and partnering relationships
Knowledge skills
Alignment of the buying and sales processes
Sales models
Stages of the sales process
Self-management of the salesperson