Customers have high expectations for Face-to-Face B-to-B salesmeetings and to meet those expectations a successful salesperson needs to have solid interaction skills. The aim of the course is to understand and practice goaloriented interaction in professional B-to-B sales meetings. The student is able to distinguish between various selling orientations and personal selling skills needed in complex B-to-B sales situations for co-creating value with the customer. After completing the course the student is a able to follow the phases of a sales meeting from opening to making a proposition based on needs qualification.
Importance of sales and the transformation of selling The sales process and its various phases The change in customer behavior and customer expectations B2B-oriented sales discussion Determining customer needs and asking the right questions Presenting a solution and addressing concerns Managing own sales efforts
You can register for open UAS courses with an e-form or through a web shop. When registering through the web shop, you pay most single course fees are instantly; study modules containing several units (e.g. path studies) are billed separately. When you register through the e-form, the course fee is to be paid through the link delivered by email.
Registration is binding.
TAMK degree students register for courses through Pakki.