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As a guest, you may access to FREE OPEN COURSES, find below 2 courses:

  • Solution consultative selling - LU 7
  • Revealing the need of the sales prospect - LU 35

Please, click on the module below then click on the login as a guest !

Course categories

FREE OPEN COURSES 
 Solution consultative selling – LU 7This course allows guest users to enterSummary
 Revealing the need of the sales prospect – LU 35This course allows guest users to enterSummary
Initial acquisition competence roadmap 
 Competences Assessment and Road-Map for TrainingSummary
Elearning Catalogue 1 - Fundamentals of Business Environment for Sales 
 Understanding the Sales Environment - LU 2Summary
 Understanding globalisation – LU 3Summary
 Behaving ethically in business – LU 33Summary
 Dealing with cultural differences in an international selling environment – LU 31Summary
 Getting to know legal aspects of sales – LU 1Summary
Elearning Catalogue 2 - Fundamentals of Marketing for Sales 
 Solution consultative selling – LU 7Summary
 Analysing competition and competitors – LU 10Summary
 Networking for creating a global solution – LU 6Summary
 Segmenting Markets – LU 8Summary
 Understanding the position in the supply chain – LU 9Summary
Elearning Catalogue 3 - Finance skills for Sales 
 Understanding cost structures and cost-drivers – LU 22Summary
 Financial control of implementation projects – LU 25Summary
 Evaluating the investment for the buyer and understanding its financial goals – LU 24Summary
Elearning catalogue 4 - Understanding Customers’ Behaviour 
 From transactional to relationship selling – LU 4Summary
 The buying process of industrial customers – LU 11Summary
 Assessing the customer and evaluating his life-time value – LU 14Summary
 Positioning the offering of the company – LU 15Summary
 Managing Key Accounts – LU 5Summary
 Understanding company’s culture – LU 32Summary
Elearning Catalogue 5 - Preparing my Company for Sales 
 Understanding and contributing to the marketing strategy of my company – LU 16Summary
 Promoting customer orientation in my company – LU 21Summary
 Understanding the information system – LU 17Summary
 Understanding Customer Relationship Management - CRM – LU 18Summary
 Knowledge sharing and management – LU 43Summary
Elearning Catalogue 6 - Managing the Sales Process 
 Prospecting Phase – LU 34Summary
 Qualifying a new account - LU 12Summary
 Revealing the need of the sales prospect – LU 35Summary
 Building a selling strategy at sales prospect level – LU 36Summary
 Developing your leadership – LU 37Summary
 Presenting the offer, negotiating, closing – LU 38Summary
 Managing a project of solution implementation – LU 39Summary
 Introducing change management – LU 20Summary
 Building a long term partnership with my customer – LU 40Summary
Elearning Catalogue 7- Managing the Sales Performance 
 Improving sales performance – LU 44Summary
 Managing Time – LU 41Summary
 Learning and development – LU 42Summary
 Sharing best practices – LU 45Summary
Elearning Catalogue 8 – Developing Relationship Skills 
 Developing Communication Skills - LU 26Summary
 Reading Gesture Communication - LU 27Summary
 Listening - LU 28Summary
 Asking questions - LU 29Summary

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Ce projet a été financé avec le soutien de la Commission européenne.
Cette publication n'engage que son auteur et la Commission n'est pas responsable de l'usage qui pourrait être fait des informations qui y sont contenues.

Grenoble Ecole de Management

Anglia Ruskin University


Athen University of Economics and Business


CEU Business School


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