Professional Selling (4 cr)

Objectives (course unit)

During the course students will learn different techniques and skills for improving their professional sales skills. The student will study different approaches for sales situations and negotiations as well as gain their understanding of sales process.

After completing the course, the students will be able to

• Communicate and negotiate in a demanding business environment.
• Manage a sales process both in b-to-c and b-to-b sales situations.
• Understand the role and usage of digital tools in a sales process.
• Know how to prepare and handle sales situations across cultures.

Content (course unit)

• What are professional sales skills and techniques?
• How to sell successfully in b-to-c and b-to-b settings?
• What kind of digital tools are used in selling?
• How to sell and negotiate in other, selected countries?

Prerequisites (course unit)

-

Location and time

The course of professional selling will be taught between 6.3.24.4.2018
Dates for the teaching are
6.3. at 11-14 in Building C, in classroom C2-11.
13.3. at 11-14 in Building C, in classroom C2-11.
28.3. at 14-16 in Building C, in classroom C2-11.
3.4. at 11-14 in Building C, in classroom C2-11.
10.4. at 11-14 in Building C, in classroom C2-11.
17.4. at 11-14 in Building C, in classroom C2-11.
24.4. at 11-14 in Building C, in classroom C2-11.

Exam schedules

-

Assessment methods and criteria

To be announced in the first class meeting.
Evaluation will be based on essays and team assignments.

Assessment scale

0-5

Teaching methods

During the course students will learn different methods for improving their professional B2B sales skills.
The student will study different approaches for sales situations and negotiations as well as gain better understanding of sales process especially according value-based selling. The course will be held in a close cooperation with sales companies and with their cases.
The students will prepare their skills especially in interactional skills in a demanding business environment and how to manage a sales process in b-to-b sales situations. Additionally the students will achieve basic knowledge of what kind of digital tools are needed in b2b sales work today.
What are professional sales skills and techniques?
How to sell successfully in b2b settings?
What kind of digital tools are used in selling?

Learning materials

Eades et al. (2014). The collaborative sale : solution selling in a buyer driven world.
Scott (2014). The new rules of sales and service : how to use agile selling, real-time customer engagement, big data, content, and storytelling to grow your business.
Javier et. al. (2016). Sales management : strategy, process and practice.
Schultz (2014). Insight selling : surprising research on what sales winners do differently.
Dixon et al. (2015). The challenger customer : selling to the hidden influencer who can multiply your results.
Dixon et al. (2014). The Challenger Sale . Taking Control of the Customer Conversation.

Student workload

4 credits, essays and team assingments.

Content scheduling

The course is completed with real life project /projects with an co-operation with a selected company.
The course involves sales theory, team work, planning, executing sales and sales roleplays.

Completion alternatives

-

Practical training and working life cooperation

The course will be held in a close cooperation with a sales company.

International connections

The course will be held in a close cooperation with sales company which operate on international level.

Further information

There will be two implementations of the course, one in the autumn semester and another in the spring.