B2B-ratkaisumyynti (5cr)

Objective

The student understands the purpose of selling for the B2B company and for the society. He/she knows the core concepts and methods of selling. Student can describe different kinds of selling processes and resolve problems related in it. He/she learns skills that are needed when working both in business-to-customer and business-to-business sales. The student knows the basics of telemarketing and social selling. He/she can plan and implement sales in which he/she can utilize his/her creativity. The student can recognize, assess and act according to the different customers’ and customer groups’ needs and problems, which they impose to products, services and organization. He/she knows how to apply what he/she has learn, especially the techniques of questioning in B2B sales meetings.

Content

B2B Selling Competencies
Sales processes
Sales negotiation skills
People skills
Techniques in questioning
Purchasing process

Qualifications

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Assessment criteria, satisfactory (1)

5 (Excellent) The student knows and can critically evaluate the selling’s broad theories, core concepts and methods. The student can synthesize a number of different theories to each other. He /she can apply the knowledge and theories in the subject area. The student masters the broad range of practical skills, which appear as the ability to take advantage of knowledge and to discover new creative solutions. The student shows he/she is capable of managing diverse professional tasks or projects and problem situations. The student shows his/her ability to work independently as an expert in the field of B2B selling, and the ability to make decisions and innovative solutions in unpredictable business environments. The student participates in co-operation by taking part in group work interactively. He/she is committed to group work and to taking care of others success. The student has a positive attitude. He/she is able to evaluate and develop his/her own know-how in a critically and diverse way.
4 (Very Good) The students knows and can evaluate the selling’s broad theories, core concepts and methods. The student can relate different information to each other. He /she can apply the knowledge and theories in the subject area. The student masters the broad range of practical skills, which appear as the ability to work independently in projects or as an expert in the field of B2B selling. He/she displays his/her ability to solve complex problems in the field. The student participates in co-operation by taking part interactively. He/she is committed to co-operate. He/she is able to evaluate and develop his/her own know-how in a critically and diverse way.
3 (Good) The student has wide knowledge of the core concepts, theories and methods of the B2B selling. He/she can combine many different types of information. The student masters the practice of basic and special skills which is needed for working independently. He/she displays his/her ability to solve complex problems in the selling. The student participates in co-operation quite actively and diverse way.
2 (Satisfactory) The student partly recognizes the core concepts, theories and methods of the B2B selling. The student knows the basic practical skills which he/she needs in familiar circumstances. The student sometimes participates in group work.
1 (Sufficient) The student partly recognizes the core concepts and/or methods of the selling. He/she has poor knowledge needed to work in the selling field, so he/she needs guidance in his/her work. The student sometimes participates in group work.
0 (Fail) The student does not perceive the core concepts, theories or methods of selling. The student does not have the ability to work in the selling field according to the know-how she or he has shown. The student is not able to fluently co-operate.