23E50010 - Managing Value-Based Selling, Lecture, 2.11.2021-14.12.2021

Topic outline

• MODULE 3: Individual selling skills (15.11 - 21.11)
  The third module is about individual selling skills.

  TUESDAY:

  Individual selling skills: Individual sales skills are needed when implementing the customer-facing sales activities at the different stages of the overall sales process. Preparation for the day includes two activities: 

  1) watch the video "Individual selling skills"

  2) read the article "The end of solution sales". This article rather provocatively argues that a successful seller challenges rather than explores customer's views.
  

  The day's presentation article is also "The end of solution sales". If you wish to present this article, please assign yourself to the presentation group in article review presentations.

  We have a guest speaker Kalle Reunanen from Innomaatti Oy. Kalle has about 15 years of professional sales management training experience, and a long career in professional solution and value selling and business management before his coaching career. Please find the material he shared here.

  After the meeting, take the quiz "Individual selling skills". The quiz opens at 11:45 and closes at 21:00. The quiz is based on the video content only.

  THURSDAY: 
  

  Putting the sales skills in action: Connecting the the generic individual sales skills into the proactive 5 step sales process. 

  Prepare for the day by reading the article "Value-Based Selling: An organizational capability perspective". This article is rather successfully receiving citations as a holistic description of how to prepare, conduct, and leverage value-based selling. About the "conduct" step the VBS model, you may want to re-check the video "5 Steps".

  In our meeting, the article presentation is: "Value-based selling: An organizational capability perspective". 

  I will summarize the key content of the "Influencing with sales" and "Individual selling skills" modules. The presentation (here) integrates the proactive value selling process structure, tasks, tools, and skills, and discusses key topics of trust and questions.

  Please write a learning diary based on your learning during the week.