Selling Skills (TUOL0053), 3 op

Basic information

Course name:	Selling Skills Selling Skills
Course Winha code:	TUOL0053
Kurre acronym:	SellingS
Credits:	3
Type and level of course:	Optional Studies
Year of study, semester or study period:	3.year
Implementation:	Autumn semester, 2.period
Semester:	0607
Language of tuition:	English
Teacher:	Neil Smee
Final assessment:	Grading scale (0-5)

Descriptions

Prerequisites

Course contents (core content level)

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.

Course contents (additional)

Core content level learning outcomes (knowledge and understanding)

Understanding the importance of Sales in Technology Sales

Core content level learning outcomes (skills)

Review the Sales process

Teaching and learning strategies

Lectures 28 h
Assignments
Student individual workload
Exam
Total 80 h

Teaching methods and student workload

Assessment weighting and grading

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.

Related competences of the degree programme

International and intercultural skills
Competence in principles of business operations
Comprehensive competence in organization development
Information acquisition skills and adaptation of new knowledge
Entrepreneurial, business and leadership skills