Vak: Strategic Sales credits: 5
- Vakcode
- CIVB22SAL
- Naam
- Strategic Sales
- Studiejaar
- 2022-2023
- ECTS credits
- 5
- Taal
- Engels
- Coördinator
- H.C. Kooi
- Werkvormen
-
- Werkcollege
- Toetsen
-
- Strategic Sales - Overige toetsing
Leeruitkomsten
The course is linked to the national program profile MM Learning outcome “Business Development”
Student is able to apply strategic sales theory in a commercial B-to B environment.
Student is able to distinguish between and reconcile the various roles and interests of the Decision Making Unit
Student is able to build and maintain an effective long-term relationship with the client.
Student is able to negotiate a favourable deal for both parties involved aligned with the strategy of the company.
Inhoud
The theory is about understanding strategic sales in a commercial B-to-B environment. The focus in this is on practice, using case studies and role-plays. We let students feel the authentic experience of selling in an advanced strategic sales role.
This course is relevant for those students who aspire to a commercial career but also for students who want to master negotiating skills for use in other careers as well because negotiation is everywhere.
Opgenomen in opleiding(en)
School(s)
- Instituut voor Business, Marketing en Finance