B2B Sales (2235.YR.015460.1)

General information

Type:	OPT	Curs:	1	Period:	S semester
ECTS Credits:	2 ECTS

Teaching Staff:

Group	Teacher	Department	Language
Year 1	Elisabet Girvent Valls	Marketing	ENG

No prerequisites needed

Basic Business knowledge to understand and identify main challenges faced by companies.

- Attendance and participation in the sessions, as specified in the calendar
- Individual preparation for the sessions: 6 hours (estimated)
- Group preparation for the group exercise: 3 hours (estimated)
- Individual preparation for the final role play: 5 hours (estimated)

This course offers a theoretical and practical approach to B2B Sales providing students the
knowledge and tools to effectively purchase a sales career, manage a sales team and set the right metrics to ensure a successful contribution to an organization.

Objectives of the course:
Understand the meaning of B2B Consultative sales. B2B Sales is about identifying and solving problems for our clients while taking a customer-centric approach and a consultative mindset.
Learn the full sales cycle, main actors and phases, with special focus on problem framing (discovery)
Identify the different roles in B2B Sales and the different R&R in each role. Understand the differences between "active? sales roles (i.e Account Manager) and business partners (i.e. Sales Operations). Sales business partner roles are very close to consulting roles.
Explore the main tools used in B2B Sales processes, and achieve a working level of using them.
Learn how to create a B2B Sales Strategy from the beginning. How to structure the department, define the right talent, define the right numerical targets and main KPIs and OKRs
B2B Sales lead generation and what are the most efficient tools and programs to achieve the best results.

Group	Teacher	Department
Year 1	Elisabet Girvent Valls	Marketing