B2B Sales Skills

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.

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 Haaga-Helia degree student to participate in the Best Seller and European Sales Competition and related training.

• Dixon & Adamson. The Challenger Sale How to Take Control of the Customer Conversation • Futrell, C. M Fundamentals of Selling • Manning, Reese & Aherne. 2010. Selling today. Pearson Education • Materials given out during the course