Pro­fes­sion­al Selling

Course content

Aim

By applying cutting-edge sales concepts, theories and tools, students will learn how to choose the optimal sales process and methods to effectively convert leads into actual sales. The course covers both personal selling and virtual selling and introduces elements of new technological advances in sales such as artificial intelligence and machine learning. Using real sales cases presented by guest lecturers from the field, you will learn how sales roles and sales processes often differ by customer segment, solution or product category, industry and more.

Content

The course provides you with theoretical and analytical content and gives you the opportunity to develop your practical sales skills. Through experiential learning, you will develop and acquire the necessary skills, abilities and knowledge that can provide a solid foundation for developing sales leaders and managers in complex sales organizations. The course focuses on sales behaviors, models, and processes, and how to implement strategic sales in an organization.

Course progression
Professional Selling is a foundation course in the study program.