Effective influencing in professional B2B-customer encounters (5 cr)
Code: AL00CI74-3002
General information
Enrollment
15.05.2023 - 01.09.2023
Timing
11.09.2023 - 31.12.2023
Number of ECTS credits allocated
5 op
Virtual portion
5 op
Mode of delivery
Distance learning
Unit
Faculty of Business and Hospitality Management (LAB)
Campus
E-campus
Teaching languages
- Finnish
Degree programmes
- Complementary competence and optional courses, Bachelors
Teachers
- Jussi Mozo
Scheduling groups
- Verkkoluento 1 (Size: 0. Open UAS: 0.)
Groups
-
LLABTOMA
-
LLABTO23-24
Small groups
- Verkkoluento 1
Learning outcomes
The student is able to:
- describe and justify why solution selling is changing to challenger sales
- explain the basis for productive influencing on customer meetings
- adapt own approach to match with customers’ buying processes
Assessment scale
1-5