Professional Sales and Negotiation Skills (5cr)
Course unit code: LB10031
General information
- Credits
- 5 cr
- Teaching language
- English
Objective
During the course you learn how to sell and communicate successfully in different situations and to different customers. You are able to describe a sales and negotiation process in b-for-c and b-for-b environments and you learn essential sales techniques. You improve your professional selling, customer communication and negotiation skills in practice and you are able to guide the sales negotiations towards win-win situation.
Content
- Professional sales techniques and skills
- b-for-c vs. b-for-b selling in international business environment
- Customer value creation
- Sales process steps
- Customer segmentation and analysis
- Successful sales negotiations and bidding process
- Value based pricing and sales documentation
Further information
This course is connected to a course of Global Business Communication in this same module.