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)

-

Assessment scale

0-5

Further information

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

Assessment criteria - satisfactory (1-2) (Not in use, Look at the Assessment criteria above)

The student is able to conduct sales negotiations in different target markets. The student knows basic techniques for understanding customer needs. He/she is somewhat familiar with persuasion techniques used in professional selling. The student can give simple sales presentations. He/she knows how to close sales in some situations. The student is aware of digital tools used in the sales process.

Assessment criteria - good (3-4) (Not in use, Look at the Assessment criteria above)

The student is able to conduct sales negotiations in both, B2B and B2C settings in different target markets. The student can ask questions to understand customer needs. He/she is familiar with persuasion techniques used in professional selling. The student can identify sales prospects. The student can make professional sales presentations and is familiar with methods of overcoming sales resistance. He/she knows how to close sales, resulting in enduring buyer-seller relationships. The student is familiar with digital tools in the sales process.

Assessment criteria - excellent (5) (Not in use, Look at the Assessment criteria above)

The student is able to conduct complex sales negotiations in both, B2B and B2C settings in domestic and international target markets. The student can ask the right questions to fully understand customer needs. He/she is familiar with different persuasion techniques used in professional selling. The student understands the role of social influence in sales settings and he/she can identify sales prospects. The student can make professional sales presentations and is familiar with various methods of overcoming sales resistance. He/she knows how to close sales, resulting in long lasting and mutual beneficial buyer-seller relationships. The student is familiar and able to use diverse digital tools in the sales process.