Sales Process and ToolsLaajuus (5 cr)

Objective

After completing the course, the student is able to - comprehend the components and stages of the sales process and customers’ purchase processes - understand the role of customer relationship management in the sales process - possess the skills and knowledge to maintain successful customer relationship management systems - differentiate how different categories of digital sales tools support sales process in each step - analyze the various digital sales tool categories and their practical uses.

Content

- steps of sales process: prospecting, lead generation, qualifying, analyzing the customer needs, closing the deal - buying process vs sales process - Customer Relationship Management - digital sales tools in support of sales process - sales organization and Key Account management