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	Competences Assessment
	Competences Assessment Tools

	Free Open Courses
	Solution consultative selling – LU 7
	Revealing the need of the sales prospect – LU 35

	Interviews library
	Introduction to Consultative Selling
	To be a Key Account Manager
	Innovation and Tech Transfer in Start-ups
	Open Innovation
	Key Account Management

	Elearning Catalogue 1 - Fundamentals of Business Environment for Sales
	Understanding the Sales Environment - LU 2
	Understanding globalisation – LU 3
	Behaving ethically in business – LU 33
	Dealing with cultural differences in an international selling environment – LU 31
	Getting to know legal aspects of sales – LU 1

	Elearning Catalogue 2 - Fundamentals of Marketing for Sales
	Solution consultative selling – LU 7
	Analysing competition and competitors – LU 10
	Networking for creating a global solution – LU 6
	Segmenting Markets – LU 8
	Understanding the position in the supply chain – LU 9

	Elearning Catalogue 3 - Finance skills for Sales
	Understanding cost structures and cost-drivers – LU 22
	Financial control of implementation projects – LU 25
	Evaluating the investment for the buyer and understanding its financial goals – LU 24

	Elearning catalogue 4 - Understanding Customers’ Behaviour
	From transactional to relationship selling – LU 4
	The buying process of industrial customers – LU 11
	Assessing the customer and evaluating his life-time value – LU 14
	Positioning the offering of the company – LU 15
	Managing Key Accounts – LU 5
	Understanding company’s culture – LU 32

	Elearning Catalogue 5 - Preparing my Company for Sales
	Understanding and contributing to the marketing strategy of my company – LU 16
	Promoting customer orientation in my company – LU 21
	Understanding the information system – LU 17
	Understanding Customer Relationship Management - CRM – LU 18
	Knowledge sharing and management – LU 43

	Elearning Catalogue 6 - Managing the Sales Process
	Prospecting Phase – LU 34
	Qualifying a new account - LU 12
	Revealing the need of the sales prospect – LU 35
	Building a selling strategy at sales prospect level – LU 36
	Developing your leadership – LU 37
	Presenting the offer, negotiating, closing – LU 38
	Managing a project of solution implementation – LU 39
	Introducing change management – LU 20
	Building a long term partnership with my customer – LU 40

	Elearning Catalogue 7- Managing the Sales Performance
	Improving sales performance – LU 44
	Managing Time – LU 41
	Learning and development – LU 42
	Sharing best practices – LU 45

	Elearning Catalogue 8 – Developing Relationship Skills
	Developing Communication Skills - LU 26
	Reading Gesture Communication - LU 27
	Listening - LU 28
	Asking questions - LU 29

	Private
	Private course for HEIG-VD

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Copyright EUBBSI 2006 I This project is supported by the European commission