BtoB Sales Skills - Study guide

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.

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

Knowledge
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.
Skills
You can complete given tasks and assignments with assistance. You need to develop how to apply knowledge
Competence
You demonstrate some ability to perform skills and have basic knowledge, but you have difficulty to manage without assistance.

Knowledge
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.
Skills
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.
Competence
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.

Knowledge
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.
Skills
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.
Competence
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.

Internationality
International context will be covered in sales skills exercises.

Course formats
Contact and distant sessions or educationalisation.

Contact meetings, Moodle-collaboration
Sales manual –team work and sales simulation exercises in teams
Individual assignment/home exam
Self-assessment of learning -assignment

Materials to be announced in the implementation plan.

Realistic selling exercises coordinated with other semester 4 courses: using the same companies’ products/services, if possible. Planning a Sales Manual for the sales department of a real company. Company visitors.

Pasila Campus

English

International context will be covered in sales skills exercises.

22.08.2022 - 16.12.2022

Team exercises and sales manual assignment

13.06.2022 - 19.08.2022

On Tuesdays at 11.00-13.45 from August 23 to December 13. The first lesson on August 23 in classroom 1004 (Trainers House PA/1004)

LF3PA
CONTACT
EXCH
LF3PB

If you have acquired the required competence in previous work tasks, recreational activities or on another course, you can show the competence with a demonstration and progress faster through your studies. More information and instructions for RPL are available at MyNet.

Tuula Ryhänen, Ville Virtanen

15 - 40

Students' performance is graded on the scale: Excellent (5), Very good (4), Good (3), Satisfactory (2), Fair (1), Fail (0).
Individual assignment 50%
Sales manual –team work 50%
Sales simulation exercises 1-5 passed/failed
All parts must be passed to complete the course.

GLOBBA Degree Programme in International Business

H-5