Form of learning:
Target group and prerequisites
Customers are often more interested in the value than the price of a purchased product or service. However, defining value is not easy, new skills and a change are needed in sales culture and management.
In the training, you will learn to identify, evaluate, and model the generated value for a customer. The training helps you understand how purchasing decisions are made and how to address the value of collaboration to the customer.
After the training, you will identify the key principles, process, and tools in value-based selling and be able to define, model, and address value to the customer.
The Myynnin johtaminen (Sales Management) training consists of three workshops (total of 3.5 days) delivered online and onsite. During the training, the participants work on a value proposition based on their own supply (definition-modeling- implementation). Learning impact is enhanced through the Echo Team method, and the digital learning environment is utilized to support learning activities.
The themes of the workshops focus on management, implementation, and the internal and external challenges of value-based selling. To increase customer understanding, we utilize various tools, such as customer analysis and value proposal, as a basis for systematic and measurable sales impact.
Before the first workshop, participants will complete the Essentials of Sales and Marketing online course. During the workshops, we work together to learn from each other. Various beliefs and ways of thinking are shared and discussed together. This feeds new insights and enables change.
The program is held in Finnish. Teaching takes place at Aalto EE's premises in Helsinki.