Abstract
Business to business (B2B) sales professionals are represented in all industries and service sectors. However, there are all too few possibilities for South-East Asian higher education students to apply for B2B sales degree programmes or courses. In the European Commission co-funded South-East Asian Sales Competition SEASAC project, new courses are introduced, and special attention is addressed in assessing students’ learning outcomes and in accelerating university-business cooperation. Core aims are realized by establishing local and international sales competitions. In this paper, authors from Finland, Indonesia and Thailand present first impressions and effects of SEASAC activities in South-East Asia.
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Notes
- 1.
SPIN technique was developed in 1970s and 1980s by Neil Rackham when his team of thirty people analyzed 35 000 sales calls from different countries.
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Lappalainen, H., Rantala, J., Ananda, A.S., Sriphaew, K., Holopainen, T. (2021). Educating Next Generation B2B Sales Experts: First Impressions of B2B Sales Competitions in South-East Asia. In: Kantola, J.I., Nazir, S., Salminen, V. (eds) Advances in Human Factors, Business Management and Leadership. AHFE 2021. Lecture Notes in Networks and Systems, vol 267. Springer, Cham. https://doi.org/10.1007/978-3-030-80876-1_9
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