Study Guide

Objectives

Students understand the elemets of demanding professional selling in today's complex business environments. Students are able to critically evaluate and develop sales activities in different companies. Students know how successful sales organization operates today and how the sales activities need to be implemented in uncertain and modern business environments. Students also know how to use digital sales tools and why and how sales and marketing should work towards common goals. This course increases knowledge for the students to develop strategic sales operations in different business environments and how to operate as analytical change leaders. This course is for master level students.

Content

Change in customer behavior
Seller as an expert and complex customer needs
From products to strategic value selling
Professional seller and decision making process of customers
Sales in a team as a part of value-based selling
Sales process and goal oriented interactional value-creation in selling