THE BASICS OF B TO B SALES

Synthesis

#NOM?

Language

en

Audience type

.o Bachelor/Master degree students in the fields of Economics and Businesso Students in Technical fields preparing for a career with customers’ relationso Groups of 1/15 participants

Planned duration

4 half Days (3h3 per Day)Possibility of adding additional Half Day to deal with the fundamentals of Negociation.

Support material

Slides +, flipchart

Prerequisite

None

Objectives

o Understanding that selling is a technique requiring knowledge and practice.o Have an overview on the sales process and on the methods for each phase.o Practicing on a business case: selling motor fuels to a transport company.

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