By combining the strategic understanding of sales roles and its organization with knowledge of how to lead and manage dynamic sales forces to become more productive in an increasingly more complex, uncertain, volatile and diverse environment, you will learn how to choose the optimal selling behavior that effectively transforms and enhances sales negotiations (including persuasion skills) into actual sales. The course will address both personal selling and selling through online channels, and will introduce elements of new technological advances in sales like VR and AI.Through hands-on experiences with real sales cases you will learn how sales roles often differ by customer segments, selling processes and purchase motives. This knowledge will allow you to transform sales strategies into implementation plans that contribute to business performance.

Content
The course will enable you to understand the relationship between business strategy and sales, and how to convert strategic plans for sales into actual selling behavior on different levels of an organization. The focus of the course will be implementation of strategic sales throughout an organization. You will get an understanding of sales methods and selling behavior in relation to specific markets and strategies. The course will focus on both theoretical and analytical abilities as well as practical skills in sales.

Course progression
Sales Implementation is a foundation course in the study program.