Study Guide

Objectives

The aim of the course is to develop B2B sales interaction skills. The course provides skills for value-based business sales work and various interaction situations with business customers.

On completion of the course, the student will:
- can identify the key interpersonal skills in B2B sales
- can facilitate B2B sales dialogue in a solution-oriented way
- understands the importance of emotional intelligence in sales work
- apply value creation methods in the context of a sales conversation
- can articulate the stages of the B2B sales process from initiation to closure

Content

- B2B sales interaction skills
- Stages of a B2B sales conversation
- The sales method and value creation
- Emotional intelligence

Assessment criteria, satisfactory (1-2)

The student will identify the key interaction skills of B2B sales, certain areas of emotional intelligence and the basic elements of the sales method. Understand the stages of a value-based B2B sales conversation. The student will participate in B2B sales dialogue exercises.

Assessment criteria, good (3-4)

The student will articulate the interaction skills, the emotional intelligence aspects of B2B sales and the chosen sales method as factors influencing the discussion process. In addition, the student will select the most appropriate of these in practical exercises. The student will follow a value-based approach to B2B sales conversations, as appropriate to each stage. The student will actively participate in B2B sales dialogue exercises.

Assessment criteria, excellent (5)

The student understands the relationship between B2B sales interaction skills, emotional intelligence and the chosen sales method and their interrelationship. The student will be able to justify and apply the appropriate approach to each discussion situation. The student will be able to anticipate the course of a value-based sales discussion and advise others in a solution-oriented discussion. Students will be highly motivated and committed to taking responsibility for their own performance in B2B sales dialogue exercises.