B2B Sales Skills - SAL004AS2AE - Opinto-opas

B2B Sales Skills, 5 cr - SAL004AS2AE

Upcoming implementations

No upcoming implementations yet.

Current implementations

B2B Sales Skills SAL004AS2AE-3006 06.01.2025-30.05.2025 5 op (INTBBA23SMON, ...) +-
Learning material and recommended literature

• Dixon & Adamson. The Challenger Sale How to Take Control of the Customer Conversation
• Futrell, C. M Fundamentals of Selling
• Manning, Reese & Aherne. 2010. Selling today. Pearson Education
• Materials given out during the course

Campus

Mondragon

Teaching language

English

Timing

06.01.2025 - 30.05.2025
Groups
- INTBBA23SMON
- CONTACT
Teachers

Timo Rima, Diego Hernández Campos

Seats

5 - 25

Degree Programme

INTBBA International Business

R&D proportion

0.00 cr

Virtual proportion

0.00 cr

Evaluation scale

H-5
B2B Sales Skills SAL004AS2AE-3005 13.01.2025-14.03.2025 5 op (CONTACT, ...) +-
Campus

Pasila Campus

Teaching language

English

Timing

13.01.2025 - 14.03.2025

Enrollment

02.01.2025 - 10.01.2025
Groups
- CONTACT
- IBE4PAMAR
- EXCH
Teachers

Ville Virtanen

Seats

15 - 45

Degree Programme

INTBBA International Business

R&D proportion

0.00 cr

Virtual proportion

0.00 cr

Evaluation scale

H-5
B2B Sales Skills SAL004AS2AE-3004 13.01.2025-14.03.2025 5 op (EVENING, ...) +-
Campus

Pasila Campus

Teaching language

English

Timing

13.01.2025 - 14.03.2025

Enrollment

02.01.2025 - 10.01.2025
Groups
- EVENING
- IBEB4PAMAR
- CONTACT
- EXCH
Teachers

Hannu Koikkalainen

Seats

15 - 50

Degree Programme

INTBBA International Business

R&D proportion

0.00 cr

Virtual proportion

0.00 cr

Evaluation scale

H-5
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Past implementations

B2B Sales Skills SAL004AS2AE-3003 19.08.2024-11.10.2024 5 op (CONTACT, ...) +-
Campus

Pasila Campus

Teaching language

English

Timing

19.08.2024 - 11.10.2024

Enrollment

03.06.2024 - 16.08.2024
Groups
- CONTACT
- IBE4PAMAR
- EXCH
Teachers

Ville Virtanen

Seats

15 - 50

Degree Programme

INTBBA International Business

R&D proportion

0.00 cr

Virtual proportion

0.00 cr

Evaluation scale

H-5
B2B Sales Skills SAL004AS2AE-3002 15.01.2024-15.03.2024 5 op (EVENING, ...) +-
Campus

Pasila Campus

Teaching language

English

Timing

15.01.2024 - 15.03.2024

Enrollment

02.01.2024 - 12.01.2024
Groups
- EVENING
- IBEB4PAMAR
- CONTACT
- EXCH
Teachers

Tuula Ryhänen, Hannu Koikkalainen, Kim Qvick

Seats

15 - 45

Degree Programme

INTBBA International Business

R&D proportion

0.00 cr

Virtual proportion

0.00 cr

Evaluation scale

H-5
B2B Sales Skills SAL004AS2AE-3001 15.01.2024-15.03.2024 5 op (CONTACT, ...) +-
Campus

Pasila Campus

Teaching language

English

Timing

15.01.2024 - 15.03.2024

Enrollment

02.01.2024 - 12.01.2024
Groups
- CONTACT
- IBE4PAMAR
- EXCH
Teachers

Tuula Ryhänen, Ville Virtanen

Seats

15 - 45

Degree Programme

INTBBA International Business

R&D proportion

0.00 cr

Virtual proportion

0.00 cr

Evaluation scale

H-5
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After having completed this course or attained an equivalent competence level, the student is able to:
- describe the elements of a successful B2B-sales encounter and define the necessary skills to excel in B2B-sales
- construct a successful B2B-sales conversation in an omnichannel environment and offer solutions to customers emphasizing customer value
- define and identify different types of buyer personas and adjust sales approach accordingly
- comprehend the extend of a customer experience and its influence on sales
- is able to take into account ethics, sustainability and responsibility in B2B sales.
The course also offers the necessary skills and knowledge for participation in the Best Seller and European Sales Competition.

- Ever-evolving B2B-sales arena and B2B-sales roles
- B2B-sales strategies and skills
- Thought leadership in B2B-sales and customer value driven sales approach
- Understanding and valuing diversity in sales
- Structure of a customer-centric sales encounter (sales process) and sales tools
- Sales conversation skills in practice (role-plays)

- Learning in a class environment
- Demonstration (RPL): If you already have command of the course contents, you can demonstrate your competence. Ask the course teacher for more information. For more information on Recognition of Prior Learning: https://www.haaga-helia.fi/en/recognition-learning

• Dixon & Adamson. The Challenger Sale How to Take Control of the Customer Conversation
• Futrell, C. M Fundamentals of Selling
• Manning, Reese & Aherne. 2010. Selling today. Pearson Education
• Materials given out during the course

B2B-sales offers immense career opportunities. Sales skills are a valuable asset to all and something you can develop. In this class you will take charge of the B2B-sales skills in theory and in practice. Take the opportunity to boost your professional profile and join us!

The course is part of International Sales and Marketing (Haaga-Helia Degree Program in International Business) as well as Sales and Account Management orientation (Haaga-Helia Bachelor of Business Administration).

It is recommended to study the "Customer Experience and Sales" prior to "B2B Sales Skills" or otherwise acquire the knowledge provided in the courses.

- You are able to describe and define the parts of a customer-centric sales conversation
- You are able to engage in a customer-centric sales conversation
- You are able to define best customer solutions based on customer value
- You are able to identify different type of customer personas and develop your own approach based on that of the customers'

- You are able to describe and define the parts of a customer-centric sales conversation with confidence
- You are able to execute a customer-centric sales conversation in an omnichannel environment
- You are able to define best customer solutions and justify this to a customer based on customer value
- You understand the extend of a customer experience and its impact on sales
- You are able to identify different type of customer personas and adjust your own approach based on that of the customers'

- You are able to describe and define the parts of a customer-centric sales conversation with confidence
- You are able to execute a customer-centric sales conversation in an omnichannel environment in a professional manner and possess the skills and knowledge required to enter a sales competition (Best Seller Competition / European Sales Competition)
- You are able to define best customer solutions and justify this to a customer based on customer value in credible manner
- You understand the extend of a customer experience and its impact on sales and are able to leverage this in sales
- You are able to identify different type of customer personas and adjust your own approach based on that of the customers' in a professional manner