Study Guide

Objectives (course unit)

The course will focus on B2B sales, where the focus is on finding solutions to drive the customer's business, and systems to support sales.


Students will be able to
- build solutions that improve the customer's business
- identify their own strengths in solution selling
- consider the importance of holistic customer relationship management
- manage customer relationships using appropriate tools and CRM systems.

Content (course unit)

How do I get to know and understand the customer's business?
How do I develop my skills as a solution provider?
What tools and systems do I use to manage my sales?
How can I use different CRM systems to manage customer relationships?

Prerequisites (course unit)

1. and 2. year studies or similar skills and knowledge.

Assessment criteria, satisfactory (1-2) (course unit)

The student has completed the given tasks. The student knows the basic concepts of solution selling and customer relationship management. The student will be able to apply what he/she has learned at basic level. The student's ability to justify solutions is weak.

Assessment criteria, good (3-4) (course unit)

The student has completed the given tasks. The student masters the basic concepts and key procedures related to solution selling and customer relationship management. The student can solve practical situations related to the subject area and justify his/her solutions.

Assessment criteria, excellent (5) (course unit)

The student has completed the given tasks. The student knows the basic concepts and key procedures related to solution selling and customer relationship management. The student will be able to solve and analyse practical situations related to the subject. The student will be able to provide a comprehensive justification for his/her solutions. Where appropriate, they can also search for information and design solutions to challenging situations.

Assessment scale

0-5