Succeed in Modern B2B Selling (5cr)

Objectives (course unit)

On completion of the course, the student • understands the role of selling in a company's business, and how selling adds value to the company and its customers • understands the linkage between selling process and customer's decision making process • knows the goals, methods, and procedures of selling concept and systematic selling, and the relationship between selling and marketing • knows the influence of an international context to the selling process • understands the idea of modern value-based selling and customer relationship management • has basic negotiation and presentation skills • has an overall view to technologies and IT-applications used in professional selling context.

Content (course unit)

• Why selling is important as a competence area • B2B and technical selling (in international context) • Understanding customer needs and influencing on customer perceptions • Customer's decision making processes • Selling concept, sales process and the linkage to marketing and implementation • Management of customer relationship • The mainstream technologies and ICT applications in modern selling business • Building up identity as a professional salesperson

Prerequisites (course unit)

Marketing and business economics 5 ECTS or equivalent skills

Location and time

Course environment is Metorpolia's Moodle and it can be done in own pace.

Exam schedules

Online.

Assessment scale

Hyväksytty/Hylätty

Teaching methods

Course is 100% online (self-study) course which can be done in own pace.

Learning materials

Online.

Student workload

Depends on the student's starting level.

Content scheduling

Up to Student her-/himself.

Completion alternatives

N/A

Practical training and working life cooperation

N/A

International connections

N/A