Sales and Sales Management International Business Program Fall 2023 Semester CEA & UNYP - Prague

Being a salesperson is about more than just acquiring revenue, it?s about paving a new path for your business to grow. Often businesses focus on the numbers and end goals, but not how you sell. This course will aim to present ways of improving the way you approach and communicate with your prospects, by putting yourself in the customer?s place and selling to yourself through them. It will underscore the value of relationship-oriented sales versus spin selling and will prepare students for various aspects of business development roles in a variety of corporate environments. The course is focused on professional, business-to-business (B2B) sales issues and sales management. We frequently draw on our own experiences as consumers (B2C) as a basis for developing perspectives, insights, and understanding of B2B sales themes.