B2B Sales CompetencesLaajuus (5 cr)

Objectives

Sales Competence-course is carried out in close cooperation with interesting companies. Learning is supported by the newest research results on b2b selling and sales work, the latest business literature, company-recommended materials, blogs, and some social media channels. The course is based on doing things together under the guidance of a coach, with the aim of putting the new knowledge into practice right away and creating solutions for the companies involved in order to develop their sales competence.

Student learning outcomes:

Understanding the importance of sales to the company.
Being familiar with the phases of the sales process.

Content

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

Prerequisites

Opintojakson suorittaminen aloitetaan pakollisella Minustako asiantuntijamyynnin ammattilainen -opintojaksolla, joka johdattee myynnin kehittämisen ja johtamisen opintokokonaisuuteen, sen sisältöihin ja suoritustapoihin. Minustako asiantuntijamyynnin ammattilainen -opintojakson suorittamisen jälkeen opiskelija voi rakentaa tarjonnan pohjalta omien uranäkökulmien kannalta tarkoituksenmukaisen kokonaisuuden B2B myyntivuorovaikutustaidot -opintojakson lisäksi.