Study Guide

Objective

After the course should the student be able to:
- identify the sales as value creative tool in the company
- explain different concepts in the B2B context.
- learn to listen and respond to objections from buyers.
- be able to act as a sales person in front of spectators
- understand that the sales profession requires constant practice and education and also career path.

Content

- the importance of sales for the existence of a company and it´s growth
- SPIN technique, importance of questions, value based sales
- How to meet objections
- The importance of body language
- Own sales pitch and feedback

Evaluation scale

H-5

Assessment criteria, satisfactory (1)

Understands the link between the company's various functions such as management, purchasing, planning, production and sales.That sales are about putting an activity to work either in other companies or in their own business. Understands the importance of technical knowledge, product knowledge and applications, and that technology, economics, behavior and self-esteem interact. Realizes that technical sales are important in international markets. Understands the importance of learning, exercising and following trends.

Assessment criteria, good (3)

Be able to explain the importance of technical sales in business activities. Ability to initiate an entrepreneurial and intrapreneurial action in his/her environment, demonstrate entrepreneurship and willingness to sell. Open to learning. Can ask relevant and fundamental questions in the meeting with a customer/buyer. Realizes and can explain that countries, cultures and different peoples are treated differently depending on the market, product, situation and timing. Knows opportunities for training and continuing education, both in business and external training opportunities.

Assessment criteria, excellent (5)

Be able to show based on company information and accounting documents the importance of sales as profit-making activity. Dares and can go into a sales situation. Understands what profitable sales are and what non-profitable sales are and can identify those at a basic level. Learn from many areas. Can present query batteries and ask basic and also specific questions for/in an intended sales situation. Can conduct a sales discussion in several languages using custom terminology. Can explain how to develop in technical sales through training, mentoring and managing your own behavior by taking "good" models of others.

Qualifications

Basic Business Economy,
Marketing