B2B Sales - Customer Focused SellingLaajuus (3 cr)
Course unit code: TX00FQ11
General information
- Credits
- 3 cr
- Responsible person
- Janne Salonen
Objective
The objective of the course is that after completing the course the student
- understands what qualities and abilities a good salesperson has
- knows how to prepare for a customer meeting
- knows how to organize and schedule a good customer meeting
- understands the procedures after the customer meeting
- knows how to create a good customer offer
- understands customer experience (CX) and knows how to apply CX
- understands customer relationship management (CRM) and CRM tools
Content
The objective of the course is that after completing the course the student
- understands what qualities and abilities a good salesperson has
- knows how to prepare for a customer meeting
- knows how to organize and schedule a good customer meeting
- understands the procedures after the customer meeting
- knows how to create a good customer offer
- understands customer experience (CX) and knows how to apply CX
- understands customer relationship management (CRM) and CRM tools
Assessment criteria, approved/failed
The course will be assessed by the grades Pass or Fail. To pass the course all the required learning exercises need to be completed and approved. Presence is mandatory.