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  • Effective Sales Techniques 2: The Consultant Salesperson

Effective Sales Techniques 2: The Consultant Salesperson

Short Overview
The program aims at developing a different sales orientation. This unique approach is based on the customers’ demand salespeople to act as consultants to them, providing appropriate solutions to their problems. The program develops the necessary competencies, so salespeople are trusted partners for their customers and cultivate long lasting and mutually beneficial relationships with them.
Learning Goals
After completing the program, participants will be able to:
  • Better understand the today’s challenges salespeople are faced with
  • Effectively diagnose customers’ needs
  • Understand the buying motives of their customers
  • Recognize the customer’s social style
  • Effectively communicate the proposed solution to the customer, according to his/her social style
Program Value
A different sales philosophy, requiring salespeople to act more as a consultant to their clints, helping them to make informed and value-based solutions to their problems.
Evaluation Method And Final Grade Computation
Evaluation is based on online assessment through multiple-choice self-assessment questionnaires, written work and a final online oral exam. Successful completion of the program and conferral of the training certificate requires a final grade of at least 50%.
Learning Method Description
The program uses the eLearning educational method: learning takes place purely asynchronously (that is, on days and hours that serve the trainee, without mandatory attendance at a specific time or day), exclusively remotely (using a special educational platform via the internet from the trainee's area) and using digital educational tools such as video lectures, interactive self-assessment exercises, and other elearning tools that ensure effective and flexible individual self-learning. The program's training material becomes available at specific time periods, based on the training path followed, and then remains available on the training platform without restrictions throughout the duration of the program.
Teaching Language
Application deadline: 15/05/2024
Program start: 22/05/2024
Program completion: 14/07/2024
Scientific area
Way to follow
ECTS units: 2
Hours of asynchronous training: 30
Includes training hours (indicative) using an asynchronous distance learning (eLearning) platform.
Additional hours of employment: 30
Additional hours of work are included (indicative) and may include individual study, writing assignments, participation in field visits, participation in exams, etc.
Total hours: 60
The total hours include hours of synchronous and asynchronous training, as well as additional hours of employment.
Weeks of training: 7
Weeks in which activities of any kind are planned are included.
Vocational Education and Training Certificate
Trainees who successfully complete the program are granted a Vocational Education and Training Certificate of the Center for Education and Lifelong Learning of the Athens University of Economics and Business, which is accompanied by a Supplement to the Certificate, detailing the subject of the program, the thematic units attended by the trainee , as well as the training methodology followed.
Target Audience
University graduates and students, High school graduates with an interest in sales, Professional salespeople
Prerequisite Knowledge
Basic knowledge in computer usage (word processing, spreadsheets, emails, browsers) and basic knowledge of business administration. It is recommended that students have completed the program "Effective Sales Techniques 1: The Professional Salesperson" before enrolling in this one.
Scientific Responsible
Mode And Frequency Of Communication
Communication between instructors and trainees is purely asynchronous, via emails and/or personal messages through the training platform.
The total amount of tuition is €290 and is paid in two installments. The first installment, of €130, is paid as an advance payment before the start of the courses, to secure the place, and the second, of €160, is paid before the program is half completed. In the event of a discount, the above amounts are reduced proportionally. Especially in the case of a 20% discount, the above amounts are set at €232 (total amount), €130 (first installment – ??advance payment) and €102 (second installment). Trainees are informed of exact deadlines and installment amounts upon acceptance into the program via email.
Trainees are informed of the installment amounts and related deadlines via email upon their acceptance into the program.


46, Kefallinias Str., 11251, Athens

  • dummy kedivim-opa@aueb.gr

  • dummy+30 210 8203 912

For the in Class programs:

  • dummydz@aueb.gr

  • dummy+30 210 8203 916, 912, 914

For the eLearning Programs:

  • dummysecretary@elearning.aueb.gr

  • dummy+30 210 8203 753

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