Sales Excellence in B2BLaajuus (5 cr)
Course unit code: LTP7229
General information
- Credits
- 5 cr
- Teaching language
- English
- Responsible person
- Varpumaria Jeskanen, Vastuuopettaja
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.