23E50010 - Managing Value-Based Selling, Lecture, 24.10.2022-7.12.2022

Topic outline

• Learning diaries and quizzes
  Once every week, you are requested to reflect on your learning by answering three questions:

  1. In your opinion, what were the key topics of the day's session and why? Please refer to the introduction videos, pre-reading & presentation articles, and lecture materials to support your review.

  2. What new did you learn? Critically reflect the topics presented.

  3. Any other questions or comments?

  
  

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    MODULE 1: Online learning diary: Understanding goals and buying Questionnaire

    Student must submit this questionnaire to complete it
  • 

    MODULE 2: Online learning diary: Proactive and structured influencing Questionnaire

    Student must submit this questionnaire to complete it
  • 

    MODULE 3: Online learning diary: Individual sales skills Questionnaire

    Student must submit this questionnaire to complete it
  • 

    MODULE 4: Online learning diary: Sales funnel and opportunity management Questionnaire

    Student must submit this questionnaire to complete it
  • 

    MODULE 5: Online learning diary: Key account management and sales performance management Questionnaire

    Student must submit this questionnaire to complete it
  • 

    QUIZ: "Understanding customer goals"

    Receive a grade
  • 

    Quiz: "5 steps of proactive selling"

    Receive a grade
  • 

    Quiz: "The three focus areas of modern selling"

    Receive a grade
  • 

    Quiz: "Individual sales skills"

    Receive a grade
  • 

    Quiz: Sales opportunity management
  • 

    Quiz: Sales funnel management

    Receive a grade
  • 

    Quiz: Key Account Management
  • 

    Quiz: Sales performance management

    Receive a grade