Opinto-opas

Tavoitteet (OJ)

Student learning outcomes:

Customers have high expectations for Face-to-Face B-to-B salesmeetings and to meet those expectations a successful salesperson needs to have
solid interaction skills. The aim of the course is to understand and practice goaloriented interaction in professional B-to-B sales meetings. The student is able to distinguish between various selling orientations and personal selling skills needed in complex B-to-B sales situations for co-creating value with the customer. After completing the course the student is a able to follow the phases of a sales meeting from opening to making a proposition based on needs qualification.

Sisältö (OJ)

Importance of sales and the transformation of selling
The sales process and its various phases
The change in customer behavior and customer expectations
B2B-oriented sales discussion
Determining customer needs and asking the right questions
Presenting a solution and addressing concerns
Managing own sales efforts

Esitietovaatimukset (OJ)

B2B Sales Interactions on osa Myynnin kehittäminen ja johtaminen -opintokokonaisuutta. B2B Sales Interactions -opintojaksolle voi tulla suoraan tai sitä ennen voi halutessaan suorittaa Minustako asiantuntijamyynnin ammattilainen? -opintojakson.

Arviointikriteerit, tyydyttävä (1-2) (OJ)

The student is able to conduct basic face-to-face sales meetings in B2B settings. The student is familiar with different selling orientations and personal selling skills used in professional selling. The student is somewhat familiar with the role of value co-creation in BtoB sales. The student knows the basic phases of a sales meeting and of adaptive selling.
The student meets the minimum course objectives. The student participates in most contact lessons. The student completes the course assignments on a satisfactory level and the student's performance indicates that he/she is fulfilling the minimum requirements set in the curriculum of the course.

Arviointikriteerit, hyvä (3-4) (OJ)

The student is familiar with conducting face-to-face sales meetings in B2B settings. Thestudent can distinguish between different selling orientations and personal selling skills used in professional selling. The student is familiar with the role of value co-creation in BtoB sales.
The student is aware of the phases of a sales meeting and of adaptive selling.
The student meets the course objectives. The student successfully participates in contact lessons. The student completes the course assignments and the student's performance indicates that he/she is fulfilling most of the requirements set in the curriculum of the course

Arviointikriteerit, kiitettävä (5) (OJ)

Excellent (5)
The student is highly competent in conducting face-to-face sales meetings in B2B settings. The student possesses comprehensive understanding of different selling orientations and personal selling skills used in professional selling. The student understands the role of valueco-creation in BtoB sales. The student masters the phases of a sales meeting and is able to adapt one’s sales behavior during a sales meeting.
The student meets the course objectives sovereignly. The student successfully participates in contact lessons. The student completes the course assignments on a distinguished level. The student's performance indicates that he/she is outstandingly fulfilling all the requirements set in the curriculum of the course.

Arviointikriteerit, hyväksytty/hylätty (OJ)

The student is not attending to the lectures and do not finish assignments.

Arviointiasteikko

0-5