A strategic sale has a high impact on the purchasing organization and involves many people who contribute to the final purchasing decision, in a long and complex process. Some examples of strategic sales include large technological systems, infrastructure, heavy equipment, and outsourcing services.
To succeed in a strategic sale, it is essential to use an appropriate approach. It is not always easy to gain the trust of buyers, especially that of the final decision-maker. How you prepare to win, how you organize and manage sales, how you deal with the competition, and how you negotiate has a direct impact on your business results.
Can you identify your company’s portfolio of strategic opportunities and define the priority focus areas to maximize success?
AESE Business School
Calçada de Palma de Baixo, 12, 1600-177 Lisboa
May 6 and 7, 2025
In-person
2 Mornings
April 30, 2025
- Early bird until one month before the short program start date: €412
- Alumni Association Members and Sponsoring Companies: €412
- General: €515
For every three registrations from the same company, the third is free.
Not combinable with other discounts.
VAT at the current rate will be added to all prices.
Confirmation of registration is subject to prior payment.
AESE reserves the right to cancel this Short Program up to 1 week before the date of the event if the conditions for its proper execution are not met.
Benefits
Understanding the Specifics of Strategic Sales
Improve understanding of the particularities of complex sales and how to approach them effectively.
Identifying and Gaining the Trust of Buyers
Develop strategies to identify different types of buyers and gain their trust.
Organization and Management of Strategic Sales
Learn to organize and manage sales in a way that maximizes results and aligns with the company’s strategy.
Recipients
- Business Administration
- Business Management
- Sales Team Management
Teachers
Methodology
By placing participants in the face of real business conflicts, executives are called upon to take on the role of decision-makers in circumstances similar to their daily lives in organizations.
The cases constitute challenges that require effective responses in the face of a rigorous analysis of limited or even insufficient information, in ambiguous or complex contexts from a political-economic point of view.
Individual diagnosis and decisions are negotiated with experienced, talented, and ambitious colleagues.
Phases of the case method:
- Individual study
Reading and studying each case to analyze the facts, alternatives, and decisions that unfold within it. - Group work
The richness of this step lies in the fact that each participant presents approaches and solutions based on their background and professional experience. The various approaches are also an excellent opportunity to examine different management criteria. - General session
With a broader view and as a result of the examination carried out in the two previous phases, the professor directs and coordinates the debate, synthesizes the main aspects of the case, relates them to the most significant theories, and highlights the relevant values and options, considering the various alternatives and possible decision criteria.
Price
€412
Early bird until one month before the short program start date: €412
€412
Alumni Association Members and Sponsoring Companies: €412
€515
For every three registrations from the same company, the third is free.
Not combinable with other discounts.
VAT at the current rate will be added to all prices.
Confirmation of registration is subject to prior payment.
AESE reserves the right to cancel this Short Program up to 1 week before the date of the event if the conditions for its proper execution are not met.
Registration
Applications are open.
For more information, contact the admissions team or fill out the application form.
