You know the personal selling process in B2B sales and ways to develop your skills as a professional salesperson. You also know various selling techniques in B2B sales negotiations in an international context and you understand the importance of planning your own work, control and customer service in B2B sales.
Starting level and linkage with other courses
Prerequisite: MAR1LF101 Basics of Marketing.
B2B buying process and decision making
customer prospecting methods
B2B personal selling process step-by-step: sales call planning, approach, need identification, solutions presentation, dealing with objections and price, closing the sale and building up customer relations
planning your own work, control and development
cultural aspects in international B2B sales
ethical issues in B2B sales
Assessment criteria - grade 1
You know the key concepts within the course’s scope, but are yet to develop the general view and the big picture of the subject matter.
You can complete given tasks and assignments with assistance. You need to develop how to apply knowledge
You demonstrate some ability to perform skills and have basic knowledge, but you have difficulty to manage without assistance.
Assessment criteria - grade 3
You know the key concepts well and can explain how the theories and models function and the tools are used. You have a general view of the subject matter.
You complete given tasks and assignments independently. You apply knowledge in hands-on business related situations. You can critique your own practice and identify ways to improve.
You demonstrate sufficient ability to perform skills and have basic to good knowledge. You can perform independently, but you have some challenges in passing on your skills and knowledge to others. You have an interest in professional development.
Assessment criteria - grade 5
You have a strong command of the key and related concepts. You can critically evaluate theories, models and tools. You can demonstrate explicit knowledge of the subject matter, and how it relates to other disciplines.
You apply knowledge in demanding business related situations. You can prioritize and critically select tools and methods for solving complex problems in the subject matter.
You execute skills with natural proficiency and you have detailed and explicit knowledge. You can perform independently and you are also able and actively willing to help others develop and pass on your skills. You have an attitude of continuous professional development.
International context will be covered in sales skills exercises.
Contact and distant sessions or educationalisation.