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.

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.

- 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)

When the implementation type of the course is CONTACT, ONLINE or BLENDED it is required that the student is present during those teaching hours that are marked in the study schedule. If you are absent more than 25 %, your grade will be lowered by one. If you are absent more than 50 %, the course is failed.

- 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