After having completed this course or attained an equivalent competence level, the student is able to:
• independently lead goal oriented sales discussions and negotiations on professional level
• define the theoretical framework of solution sales and B2B buying in demanding sales situations
• demonstrate their level of skills and knowledge in personal sales skills in practice
• analyze the negotiations and participate in negotiations as a sales person and the buyer
• get prepared to negotiations and act target oriented according to a given process.
• prepare various selling material based on customer needs, including an offer
• grasp the right strategies for speed selling and formulate and deliver effective sales pitch
• analyze sales and business strategies through case exercises