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 and you are able to apply them successfully in customer interaction. You understand the sales process and you can create an offer for a customer tender request. You are able to negotiate with the customer and guide the sales negotiations towards win-win situation.

Content

- Professional sales techniques and skills
- b-for-b selling in international business environment
- Customer value creation
- Sales process steps
- Successful sales negotiations and bidding process
- Value based pricing and sales documentation

Materials

The course book is
Lyly-Yrjänäinen, J., Mahlamäki, T., Rintamäki, T., Saarijärvi, H., Tiitola, V. & Technology Industries of Finland. 2018. Sales in technology-driven industries. Helsinki: Teknologiainfo Teknova Oy.

Teaching methods

Business to business selling in practice through
- Professional sales techniques and skills
- b-for-b selling in international business environment
- Customer value creation
- Sales process steps
- Successful sales negotiations and bidding process
- Value based pricing and sales documentation

Evaluation scale

H-5