Department
DIPARTIMENTO DI INGEGNERIA GESTIONALE
Description
The Course "Commercial Negotiation and Effective Communication to Support Sales Processes" provides tools and strategies to enhance sales and communication skills in customer interactions. Through four modules, participants will learn to create value in the sales process with solution selling, manage commercial opportunities, leverage digital channels for social selling, and strengthen communication and sales leadership to improve negotiation effectiveness and business outcomes.
Educational project
By the end of the program, participants will be able to: 1. Apply Solution Selling to create added value in the sales process, understanding customer needs and tailoring the offer with a consultative approach. 2. Effectively manage commercial opportunities, developing strategies to identify, qualify, and close sales in a structured way. 3. Leverage digital channels for Social Selling, enhancing customer engagement and strengthening their online presence to generate new business opportunities. 4. Enhance communication and sales leadership, refining negotiation techniques, relationship management, and commercial influence to boost sales performance.
Requirements
Bachelor/master of science is required. Foreign qualifications will be considered valid as far as equivalent in their respective University System.
Location
Milan
Faculty and staff
Director: LUCIO LAMBERTI
Co-Director: GIULIANO NOCI
Department/School/Institution
POLIMI Graduate School of Management (MIP Politecnico di Milano – Graduate School of Business Società Consortile per Azioni)
ED. 26/A VIA LAMBRUSCHINI 4C
20156
MILANO
Contact person
FRANCESCO TESTONI
0223992820
executive@gsom.polimi.it