Study Guide

Objective

Student understands the characteristics of B2B sales, customer journey and impact of excellent customer experience with partner network in enhancing brand value and customer loyalty. A student learns the phases and importance of a sales process in building, managing and developing successful sales teams knows how to use the Lean tools in continuous improvement of sales work.

Content

Business-to-business sales skills, customer understanding and efficient sales process as key elements for successful sales operations in an organisation. Creating, following and continuously improving the sales processes and best practices in sustaining and advancing the sales productivity and customer value.

Location and time

HYBRID model - lessons online, a workshop at campus

Materials

Michael J. Webb, Sales Process Excellence

Teaching methods

Student understands the characteristics of B2B sales, customer journey and impact of excellent customer experience with partner network in enhancing brand value and customer loyalty. The student learns the phases and importance of a sales process in building, managing and developing successful sales teams, as well as knows how to use the Lean tools in continuous improvement of sales work.

Student workload

Student workload is divided as follows: Lectures and exercises 33h. Individual & group work/readings and written assignments 100 h. On average, the total sum of student workload is 133 h.

Further information

Prerequisites to the course are the basics of marketing and basics of selling or equivalent (eg. Personal Selling).

Evaluation scale

H-5

Assessment methods and criteria

Assessment scale: 0-5.
General evaluation criteria of Karelia UA.S
Assessment criterias given during the first lecture.