Strategic Sales | Connection Management

Strategic Sales

By and large, it is the same story that you are telling each time. However, when a great sale succeeds, everything is good, and you do not think as much of your sales techniques. The recipient understands you and you have succeeded. But what sort of techniques actually underlies the success – and what should you not do? What is it that the talented salesmen are able to do?

Learn – with success – to complete a sale, which is based on your knowledge about sales roles, needs and behaviour – both the recipients’ and your own.

 

Examination and contents

”Strategic sale” falls under the mercantile academy profession programme ” International Trade and Marketing”. The Business Academy of Copenhagen (KEA.dk) is professionally and administratively responsible and provides the course according to the law on open education. The teachers are from KEA and Connection Management.

In order to document your competences, the internationally acknowledged education is completed with a long project and an oral examination, which will grant you 10 ECTS-points.

We will take as our starting point challenges from everyday life, where you will also get through a number of practical exercises. In other words, you will be using the learning immediately and you will experience the effect.

The theory gone through and the practical exercises are thoroughly described in the curriculum as well as in the material, which you will get to keep. This will ensure that you will always be able to go back and retrieve concrete examples for the application in your everyday life.

The education and examination is acknowledged by the Danish Ministry of Education.

Responsible for the education

Jesper Winther

Partner and Founder

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Jesper Cort Banke

Partner and Chief executive officer

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Course plan

The education Strategic Sales over 8 weeks including 4 days of attendance and one examination day. 

Module 1: 2 days

Module 2: 2 days

Submission of report

Oral exam: 30 minutes

Course content

Besides sales techniques the education contains among other things:

  • Insight into the salespersons role in the company
  • The meaning of the salesperson’s behavior and manners
  • Usage of effective communication
  • Methods for exposing the customer’s needs
  • Development of plans prior to a customer meeting
  • Method for follow-ups on completed sales meetings
  • Handling customer objections in connection to a sales situation
  • Completion of negotiations including price negotiations and sales techniques
  • Overall principals in sales management and strategic sales
  • Handling customer complaints
  • Insight into the salesperson’s tasks in connection to relation sale

Entry requirements

The terms of admission to be accepted to the education are that you have two years of work experience and one of the following educations:

  • A relevant vocational education
  • A relevant basic adult education (GVU)
  • An upper secondary education
  • Another relevant education of minimum the same level as the above

Price for the Strategic Sale education

DKK 26.500,-

excluding catering and textbook

Get more information

Apply for admission or get more information about the education by filling in the spaces to the right – then we will call you within one work day. You are of course also welcome to contact us by telephone at 70 25 15 15.

Hear more or apply for admission




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Cases with educations in Strategic Sale

EDUCATION IN STRATEGIC SALE

"Many of my colleagues in the rest of the organisation have noticed the commercial breakthrough we have created, and that is why we are going to repeat the success among other departments in the house..."

Mogens Damgaard,
Manager at Willis

Read more here

EDUCATION IN STRATEGIC SALE

"Connection Management and Fujitsu started the project by carrying out a preliminary analysis where all opportunities and challenges were analysed. This was done by interviews, steering group meetings, surveys and 360 degree analyses..."

Rune Færgemann,
HR manager at Fujitsu

Read more here