|Course set (UE) / Credits (ECTS) / Track / Specialization||Module :BtoB Sales management : 5 ECTS.|
|Discipline||Sales and Marketing|
|Open for visitors||yes (5 ECTS)|
|Working language :||English|
|Volume of contact hours :||27 h|
|Workload to be expected by the student :||108 h|
Track : Attendance
In this course you will discover the ways large companies do business: how to sell services and products to another company. It is the B2B challenge to convince your prospect to buy your services rather your competitor’s services.
You will see the details of a sales process and play the seller and the buyer in various contexts.
You will also see how to manage a team of sellers, how to motivate them, how defining goals for each member of your team is key!
You will discover recent methods of management based on happiness and strengths of each team member.
You will also work on the specific aspect of “customer experience” who should be addressed by each company to improve the satisfaction and loyalty of it’s customers…
You will work individually during role plays, in front of the class.
You will also work in group to prepare and do a presentation in front of the class.
- Identify behaviour of interlocutors
- Distinguish steps of the sales process
- Recognize the type profile of the interlocutor
- Choose appropriate technics for each sales situation
- Analyze sales situation and adapt your sales stategy
- Select best way to argue in B2B sales
- Design Key indicators to developp sales and garantee customer satisfaction
- Formulate the best possible objectives for a sales team
Lesson 1 & 2
Why focusing on Business to business sales?
Examine the main 6 steps and characteristics of B2B sales cycle: from detecting a need to closing the deal with a new customer.
Practice by simulating business situations.
Introduce a simple social style model to better understand the way specific profiles act in sales.
Practice by simulating business situations with specific social style contexts.
Explore public sector business laws.
Review examples of deals (in waste management) in a French city.
Acquire specific vocabulary.
Describe group work objectives and deliverables for next lesson.
Part 1: Presentation of the group work by each student group.
Part 2: Learn how to manage a sales team: from marketing plan to closing the sales.
Compare and contrast methods for defining goals, motivating teams, clarifying accurate indicators, managing these indicators.
Practice by simulating business team management situations.
Differentiate customer experiences. Construct accurate satisfaction indicators..
Analyse procedures for guaranteeing customer satisfaction.
New management method based on strengths & appreciative enquiry technique.
Basic Marketing and sales concepts.
Interest in interpersonnal skills and sales!
BUCKINGHAM, M. and COFFMAN, C., 2001. First, Break all the Rules.
London: Simon & Schuster UK Limited.
Behaviors such as
may lead to expulsion from the class/course.