Study Guide

Objective

You understand relevance of good sales work for customers and companies. You understand meaning of social and interaction skills for sales work. You can come across with different types of customers. You can argue with your customer and guide sales negotiations towards win-win situation.

Content

- What is customer orientation?
- How to create additional value?
- How to determine customer's demand?
- How to treat different customer groups?
- What successful sales process includes?

Location and time

On campus.

Materials

The Power of Selling (available as e-book). Required reading chapters will be announced during the opening lecture of the course.

Teaching methods

Student understands relevance of good sales work for customers and companies. Student understands meaning of social and interaction skills for sales work. Student can come across with different types of customers. Student can argue with his customer and guide sales negotiations towards win-win situation.
Core content includes an introduction to personal selling in B-2-B environment, customer oriented selling, negotiation steps and techniques in selling, sales negotiations in practice, qualifications of a sales person in international B-2-B selling.
Lectures and exercises ~50 h. Individual & group work (readings and written assignments) ~80 h. On average, the total sum of student workload is 133 h.

Evaluation scale

H-5

Assessment methods and criteria

Book exam, individual assignments and a group work.