Selling Skills (TUOL0053), 3 op

Perustiedot

Esitietovaatimukset

Sisältö (ydinaines ja -osaaminen)

Course is part of the Technology Business Module.

Principles of Selling Skills course provides students the opportunity to apply fundamental selling. Through the use of weekly assignments, structured activities and practical case work, students will learn about the basic skills needed to succeed in a sales career. This course will provide the student with a roadmap that takes him or her step-by-step through the entire sales process. Students explore the sales process and develop sales scripts that communicate the ability to establish rapport during the approach, secure the customer desire, handle sales resistance, and close the sale. Additional assignments will cover buyer behaviour, communication partnership selling and value added selling and project sales.

The student who completes this course will be able to:
- Develop a conceptual model consultative/solution Selling process for selling projects. Conceptual Selling: Basic Principles. Focus on Customer Needs.
- Presenting Solutions and the sales Presentation. The phases of the sales Cycle.
- Map out sales strategies for Account management. Tailor your sales presentation to the unique needs of Individual buyers.
- Active Listening and Adapting interaction style to the Buyer. Find new Business tools. Organizing Yourself, Your Time and Your efforts. Manage time and prioritize effectively.
- Answering Objections. Acknowledge customer resistance.
- Closing the Sale. Service the Customer.

Sisältö (täydentävä ja erityisosaaminen)

Tiedolliset oppimistulokset (ydinaines ja -osaaminen)

Understanding the importance of Sales in Technology Sales

Taidolliset oppimistulokset (ydinaines ja -osaaminen)

Review the Sales process

Kirjallisuus ja muu materiaali

A compendium of 10 important articles for Exercise work

Opetusmenetelmät

Lectures 28 h
Assignments 20 h
Project 20 h
Student individual workload 12 h
Total 80 h

Opiskelijan kuormittavuus

Arvioinnin perusteet

The grading for this course is based upon the student?s successful completion of written assignments for each lesson and a Sales Final project (10 page task) defined by the teacher. Given Assignments must be given each.

Koulutusohjelmakohtaiset kompetenssit

Kansainväliset valmiudet (T)
Yritystoiminnan periaatteiden osaaminen
Kokonaisvaltainen organisaatioiden kehittämisosaaminen
Tiedonhankinnan valmiudet ja uuden tiedon seuraaminen ja soveltaminen (T)
Yrittäjyyden, liiketoiminnan ja johtamisen osaaminen (T)