Vlerick Business School

Essentials in Sales Skills Understand and set up a customer-centric sales strategy and explore sales tactics

Vlerick Business School

Marketing & Sales

About Programme

#1

in Open Executive Education in the Benelux

249

former participants

4.2/5

for Learning Impact

The competitive environment you’re facing is intense. Which means knowing how to build relationships with customers, and create seamless customer journeys, is critical for sales success.

In this 100% online, self-paced programme, you live and learn how to find customers, understand their needs, build strong relationships, add value and adapt for different customer profiles. You also discover how sales can be disrupted by technology – and prepare to take the leap as a confident sales professional.

Programme Content

This programme comprises 5 modules - each diving into a different aspect of sales management.

Module 1: Introducing customer-centric selling

Discover how to create value for your customer, as well as for your own organisation
Understand the importance of customer-centricity
Know how to manage customer expectations

Module 2: Identifying your customers - portfolio analysis

Learn how to focus your efforts on the right customers
Identify key customers for your company
Know how to deploy your time and resources effectively by targeting the right customers

Module 3: Addressing customers' journeys and their corresponding needs

Understand the importance of customer journeys and use them to identify value-creating opportunities
Identify pain points in the customer journey
Discover the importance of working with internal stakeholders to meet the needs of external stakeholders
Learn how to engage with your customer at every step of their journey

Module 4: Adapting sales processes to create value

Discover the importance of a value proposition – and know how to craft one
Explore customer needs
Understand your potential customer’s social style, so you can adapt your own
Identify the questions they may ask – and the responses you should give
Know how to handle objections and close deals

Module 5: Selling in the digital age

Learn how technology shapes the B2B buying and sales process
Discover the impact of the digitally- empowered customer
Understand the typical buying process and integrate it with the new hybrid selling process
Know the role of marketing in the new digital sales process

Programme design

Start Essentials in Sales Skills at any time – and study wherever and whenever suits you. It takes around 10 to 12 hours to complete the programme, and you have a maximum of three months to go through all the modules.

It’s an online journey that’s packed with videos, interviews, exercises, questionnaires and real-life examples. You’ll also have background reading to do – and questions to help you reflect on your own experiences.

Programme Audience

Professionals who want to strengthen their sales skills and become more confident
Professionals who don’t sell as a part of their role, but would like to get some understanding of it
Professionals who want to want to know how to attract and retain customers, how to do sales talks and close deals
Sales representatives, account managers, entrepreneurs, sales managers and directors

Programme Benefits

By the time you complete this programme, you’ll understand all the skills you need to make sales and build customer relationships. You’ll understand how to map your customer’s journey, allocate the right resources and collaborate with internal stakeholders to create value for customers – and integrate digital sales approaches. Whether you’re about to start out in sales, or you’re already leading a sales team, this programme will help you polish your skills, coach your colleagues – and become even more successful.

Other programs in this subject area you might find useful

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Contact us for the further details

Speak with an Advisor

  1. Pedagogy (case method, experiential learning, coaching, simulations)
  2. Programme Objective
  3. Faculty Information
  4. Testimonials
  5. Brochure

Prashansa Uttam

Programme Advisor

+91 9403890085[email protected]Mon – Fri, 9am – 5pm IST

Vlerick Business School

Executive Education Office

Grace Iradukunda
+32 9 210 98 84
[email protected]
https://www.vlerick.com
Brussels, Belgium

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Essentials in Sales Skills Understand and set up a customer-centric sales strategy and explore sales tactics | Vlerick Business School