Global Sales Management

This course is targeted to participants who aim to become great sales professionals. The course will be both academically strong and real-life oriented. The delivery will consist of a set of tools that are conceptually solid and extremely practical.

You will first learn to map the responsibility allocation and collaboration between sales-marketing functions in a company, to ensure a smooth and productive cooperation. After that, the course will provide a set of pre-sales tools to diagnose the target customers and design a sales process most effectively.

The core of the course will consist of mastering the whole sales process from beginning to end. You will be guided during the whole sales process. First, you will learn to open up customer relationships, in a way that curiosity is triggered, and customers are attracted to further interactions. After that, you will understand the different alternatives to design sales interactions/presentations, strengthened by the persuasion elements that should be added for maximum impact. We live in an information overload society, and the product message should be of high quality, standing above the "excessive media noise", and be remembered.
This course will develop top-skill strengths in the three key "sales challenging elements" required to succeed in the "sales marathon" until the end: effective negotiations, customer objections, and sales closing tools. You will receive a complete set of well-defined negotiation difficulties and real-life tested actions, customer objections with professionally practical resolutions, plus a full "hands-on" set of sales closes to guarantee that the deal is completed.
The course will end with a visual and intuitive selection of metrics to evaluate overall the sales performance and to map its profitability for the professional and the company.

The course aims to develop the following competencies:
Responsible international business management: You develop your intellectual capabilities to seek conclusions and draw inferences in an international environment to become a responsible salesperson. You develop creative and insightful solutions to complex business problems both in the present and the future, emphasising local and international standards of ethics, responsibility, and sustainability and implications for various stakeholders.
To achieve this competence, you will:
- Carefully work with your team members and review their points of view on assessing the market condition
- Propose the individual decision and then review it with the team members
- Act as a responsible team member
- Carefully study the target market cultures and design a sales campaign accordingly

Proactive development: You develop solutions in the light of current as well as anticipated situations and challenges in business by applying knowledge, critical reasoning and analytical skills. You ensure that these solutions are feasible, relevant, creative, user-friendly, and sustainable and underline active cooperation amongst different actors.
To achieve this competence, you will:
- Carefully review the target market
- Develop your reports by arguing on the decision and pausable outcomes
- Gather the primary and secondary data to support your findings
- Gather notes and insights for group assignments and presentations in class and during workshops

Internationality and multiculturalism: You work in multicultural and international environments and networks to develop knowledge and communication skills as well as develop empathy and appreciation for other cultures. You communicate responsibly and effectively in English through written, verbal, non-verbal and digital formats individually as well as as a team member in diverse settings
To achieve this competence, you will:
- Understand your team members' skills and utilize their competencies accordingly
- Share the responsibility
- Communicate and take the lead in the project