Excerpt from course description

Value-creating sales


The goal with this course is to give the students competence in "how to optimize different sales processes in physical and digital stores. The learning process, emphasis will be placed on what winning value propositions mean for the result. And how to adapt to a constantly changing market to develop a sustainable business. A newer methodology is introduced for how suppliers can adapt to new needs and requirements from the market.

Course content

  • Value creation through winning value propositions

  • Sales and earnings are a consequence of various business processes

  • The verbal and digital business language

  • Digital business understanding and use of digital tools

  • Relational skills

  • How the seller adapts his products to customers' needs and wishes

  • Testing of products and services in the market

  • Planning and follow-up

  • Presentation

  • Personal development and training


This is an excerpt from the complete course description for the course. If you are an active student at BI, you can find the complete course descriptions with information on eg. learning goals, learning process, curriculum and exam at portal.bi.no. We reserve the right to make changes to this description.