Study Guide

Objective

You are able to?
distinguish the various phases of the selling process?in b-to-b setting?
apply various selling techniques in sales negotiations??
negotiate successfully with an international customer?
determine the appropriate models, methods, digital tools and techniques, in sales and sales planning?
negotiate in selected countries

Content

What is international selling?
How is organisational buying behavior explained?
What kind of sales process and technological applications exit in international selling?
What personal selling skills are required and how can they be developed?
How to sell in selected countries?

Materials

Course material in Learn

Teaching methods

Scheduled track:
Active participation in the contact sessions, exercises and assignments and exams.

Independent track:
Study material exam.

Blended track:
No blended track offered.

Content scheduling

Personal selling skills - the characteristics of effective sales professionals
Key responsibilities and tasks of salesperson
The role of selling in marketing
B2B vs B2C selling - consumer vs organizational buying behavior
Sales contracts and legal remedies
The selling process
Selling tactics - upselling/cross-selling
The buying process & buyer behavior in international context
Negotiation - basic terms and techniques
Sales negotiations role play scenarios and simulations
The Strategic/Consultative selling model; the consultative sales approach

Evaluation scale

1-5

Assessment methods and criteria

Attendance and active participation, course assignment and presentation

Qualifications

Customer oriented marketing 5 ECTS credits
Customer insight and customer service 5 ECTS credits