Effective influencing in professional B2B-customer encounters (5 cr)
Code: AL00CI74-3003
General information
Enrollment
06.05.2024 - 30.08.2024
Timing
02.09.2024 - 31.12.2024
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
Seats
20 - 50
Degree programmes
- Complementary competence and optional courses, Bachelor's
Teachers
- Jussi Mozo
Scheduling groups
- Verkkoluento 1 (Size: 0. Open UAS: 0.)
Groups
-
LLABTOMA
-
LLABTO24-25
Small groups
- Online lecture 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