Study Guide

Objective

You know how to acquire and utilize customer, product and competitor information to support sales in both consumer and business sales contexts.
You can understand the entirety of company's sales process and apply sales expertise and sales process theories in practical sales discussions.
You are familiar with effective sales tools.
You know how to conduct a personal sales negotiation in an appropriate manner in a multichannel environment, emphasizing solutions that align with the customer's perceived value.
You know how to use interaction skills required in sales situations while considering responsibility, sustainability, and ethics.

Content

How is customer, product, and competitor information acquired to support sales in both consumer and business sales contexts?
What is a multichannel sales process in a company, and what sales skills does it require?
What tools can be used to support sales activities?
What are the stages of a sales negotiation, and how is a sales negotiation conducted?
What interaction skills are required in sales, and how are they utilized while considering responsibility, sustainability, and ethics?