{"id":8234681,"date":"2025-09-10T16:44:09","date_gmt":"2025-09-10T16:44:09","guid":{"rendered":"https:\/\/www.aese.pt\/programas\/complex-sales\/"},"modified":"2026-07-20T10:58:50","modified_gmt":"2026-07-20T10:58:50","slug":"complex-sales","status":"publish","type":"program","link":"https:\/\/www.aese.pt\/en\/find-your-program\/complex-sales\/","title":{"rendered":"Complex Sales"},"content":{"rendered":"<section id=\"\" class=\"container-left-sticky-right-container \"\n    x-data=\"{ open: false, c2cOpen: false }\"\n    x-effect=\"if (open || c2cOpen) { document.body.classList.add('overflow-hidden') } else { document.body.classList.remove('overflow-hidden') }\"\n    x-on:click.away=\"open = false\">\n        <div id=\"lsrcb-contactos\" class=\"left-container scroll-mt-[150px] top-[180px]\">\n                    <div class=\"buttons-links flex flex-col gap-2\">\n                                                                                                                                    <a class=\"download-button btn-animation\" href=\"https:\/\/www.aese.pt\/en\/form-page\/?form=259\" target=\"_blank\">\n                                Inscri\u00e7\u00e3o                            <\/a>\n                                                                        <\/div>\n                            <div class=\"lsrcb-sidebar-alert\" role=\"note\">\n                <p class=\"lsrcb-sidebar-alert__text\">\n                    Forms are temporarily available in Portuguese only.                <\/p>\n            <\/div>\n                                    <div class=\"admissions-team\">\n                                    <div class=\"admission-team-member\">\n                                                    <span class=\"member-title\">\n                                Admissions Team &#8211; Lisbon                            <\/span>\n                                                <div class=\"member-info\">\n                            <div class=\"member-image-role\">\n                                                                    <div class=\"member-name-role\">\n                                                                            <span class=\"member-name\">\n                                            Afonso Hespanhol Leit\u00e3o                                        <\/span>\n                                                                                                                <span class=\"member-role\">\n                                            Coordinator of Short Programs                                        <\/span>\n                                                                    <\/div>\n                            <\/div>\n                            <div class=\"member-email-phone\">\n                                                                    <a href=\"mailto:shortprograms@aese.pt\" class=\"member-email\">\n                                        shortprograms@aese.pt                                    <\/a>\n                                                                                                    <a href=\"tel:+351939 127 894\" class=\"member-phone\">\n                                        <span class=\"phone-prefix\">[+351]<\/span> 939 127 894                                    <\/a>\n                                                            <\/div>\n                        <\/div>\n\n                                            <\/div>\n                            <\/div>\n                                                    <div>\n                \t\t\t\t\t<div class=\"flex flex-col w-full\">\n\t\t\t\t<div class=\"share_container\">\n\t\t\t\t\t<div class=\"share_buttons\">\n\t\t\t\t\t\t<button id=\"share_button\" class=\"share_button\">\n\t\t\t\t\t\t\t<svg width=\"20\" height=\"20\" viewBox=\"0 0 20 21\" fill=\"none\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\">\n\t\t\t\t\t\t\t\t<mask id=\"mask0_3742_27459\" style=\"mask-type:alpha\" 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5.64209C15.3367 5.48237 15.4166 5.28445 15.4166 5.04834C15.4166 4.81223 15.3367 4.61431 15.177 4.45459C15.0173 4.29487 14.8194 4.21501 14.5833 4.21501C14.3471 4.21501 14.1492 4.29487 13.9895 4.45459C13.8298 4.61431 13.7499 4.81223 13.7499 5.04834C13.7499 5.28445 13.8298 5.48237 13.9895 5.64209C14.1492 5.80181 14.3471 5.88167 14.5833 5.88167Z\" fill=\"white\" \/>\n\t\t\t\t\t\t\t\t\t<\/g>\n\t\t\t\t\t\t\t\t<\/g>\n\t\t\t\t\t\t\t<\/svg>\n\t\t\t\t\t\t<\/button>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<button id=\"share_title\" class=\"share_title\">\n\t\t\t\t\t\tSHARE\t\t\t\t\t<\/button>\n\t\t\t\t<\/div>\n\n\t\t\t\t<div id=\"shareButtonsContainer\" class=\"hidden mt-2 px-5 pt-3 pb-2 rounded-sm bg-gray-200 w-fit\">\n\t\t\t\t\t<div class=\"addtoany_shortcode\"><div class=\"a2a_kit a2a_kit_size_32 addtoany_list\" data-a2a-url=\"https:\/\/www.aese.pt\/en\/find-your-program\/complex-sales\/\" data-a2a-title=\"Complex Sales\"><a class=\"a2a_button_facebook\" href=\"https:\/\/www.addtoany.com\/add_to\/facebook?linkurl=https%3A%2F%2Fwww.aese.pt%2Fen%2Ffind-your-program%2Fcomplex-sales%2F&amp;linkname=Complex%20Sales\" title=\"Facebook\" rel=\"nofollow noopener\" target=\"_blank\"><\/a><a class=\"a2a_button_linkedin\" href=\"https:\/\/www.addtoany.com\/add_to\/linkedin?linkurl=https%3A%2F%2Fwww.aese.pt%2Fen%2Ffind-your-program%2Fcomplex-sales%2F&amp;linkname=Complex%20Sales\" title=\"LinkedIn\" rel=\"nofollow noopener\" target=\"_blank\"><\/a><a class=\"a2a_button_email\" href=\"https:\/\/www.addtoany.com\/add_to\/email?linkurl=https%3A%2F%2Fwww.aese.pt%2Fen%2Ffind-your-program%2Fcomplex-sales%2F&amp;linkname=Complex%20Sales\" title=\"Email\" rel=\"nofollow noopener\" target=\"_blank\"><\/a><a class=\"a2a_button_copy_link\" href=\"https:\/\/www.addtoany.com\/add_to\/copy_link?linkurl=https%3A%2F%2Fwww.aese.pt%2Fen%2Ffind-your-program%2Fcomplex-sales%2F&amp;linkname=Complex%20Sales\" title=\"Copy Link\" rel=\"nofollow noopener\" target=\"_blank\"><\/a><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t<script>\n\t\t\t\tdocument.addEventListener('DOMContentLoaded', function() {\n\t\t\t\t\tif (window.__shareComponentInitialized) return;\n\t\t\t\t\twindow.__shareComponentInitialized = true;\n\n\t\t\t\t\tconst btnTitle = document.getElementById('share_title');\n\t\t\t\t\tconst btnIcon = document.getElementById('share_button');\n\t\t\t\t\tconst container = document.getElementById('shareButtonsContainer');\n\n\t\t\t\t\tfunction toggleShare() {\n\t\t\t\t\t\tcontainer.classList.toggle('hidden');\n\t\t\t\t\t}\n\t\t\t\t\tif (btnTitle && container) {\n\t\t\t\t\t\tbtnTitle.addEventListener('click', toggleShare);\n\t\t\t\t\t}\n\t\t\t\t\tif (btnIcon && container) {\n\t\t\t\t\t\tbtnIcon.addEventListener('click', toggleShare);\n\t\t\t\t\t}\n\t\t\t\t});\n\t\t\t<\/script>\n\t\t            <\/div>\n                <\/div>\n    <div class=\"right-container \">\n        <div class=\"acf-innerblocks-container\">\n\n<p class=\"wp-block-paragraph\" id=\"about-program\">A <strong>strategic sale<\/strong> has a high impact on the purchasing organization and involves many people who contribute to the final purchasing decision, in a <strong>long and complex<\/strong> process. Some examples of strategic sales include <strong>large technological systems<\/strong>, <strong>infrastructure<\/strong>, <strong>heavy equipment<\/strong>, and <strong>outsourcing services<\/strong>. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">To succeed in a strategic sale, it is essential to use an <strong>appropriate approach<\/strong>. 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.  <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Can you identify your company&#8217;s <strong>portfolio of strategic opportunities<\/strong> and define the <strong>priority focus areas<\/strong> to maximize success?<\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n    <div class=\"pib_informations_container\">\n        <section id=\"EMBA\" class=\"pib_informations_section\">\n                            <div class=\"pib_informations_content\">\n                    <span class=\"information_title\">LOCAL<\/span>\n                                            <div class=\"information_description\"><p>AESE Business School<br \/>\nCal\u00e7ada de Palma de Baixo, 12, 1600-177 Lisboa<\/p>\n<\/div>\n                                                        <\/div>\n                            <div class=\"pib_informations_content\">\n                    <span class=\"information_title\">DATES<\/span>\n                                            <div class=\"information_description\"><p>May 6 and 7, 2025<\/p>\n<\/div>\n                                                        <\/div>\n                            <div class=\"pib_informations_content\">\n                    <span class=\"information_title\">SCHEDULE<\/span>\n                                            <div class=\"information_description\"><p>In-person<br \/>\n2 Mornings<\/p>\n<\/div>\n                                                        <\/div>\n                            <div class=\"pib_informations_content\">\n                    <span class=\"information_title\">REGISTRATION DEADLINE<\/span>\n                                            <div class=\"information_description\"><p>April 30, 2025<\/p>\n<\/div>\n                                                        <\/div>\n                            <div class=\"pib_informations_content\">\n                    <span class=\"information_title\">PRICE<\/span>\n                                            <div class=\"information_description\"><ul>\n<li><strong>Early bird until one month before the short program start date: \u20ac412<\/strong><\/li>\n<li><strong>Alumni Association Members and Sponsoring Companies: \u20ac412<\/strong><\/li>\n<li><strong>General: \u20ac515<\/strong><br \/>\n<strong>For every three registrations from the same company, the third is free.<\/strong><br \/>\n<strong>Not combinable with other discounts.<\/strong><br \/>\n<strong>VAT at the current rate will be added to all prices.<\/strong><br \/>\n<strong>Confirmation of registration is subject to prior payment.<\/strong><br \/>\n<strong>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.<\/strong><\/li>\n<\/ul>\n<\/div>\n                                                        <\/div>\n                    <\/section>\n        <div class=\"pib_information_divider\"><\/div>\n    <\/div>\n\n\n\n<div style=\"height:34px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n    <section id=\"\" class=\"ocb_cards_section\">\n                    <h2 class=\"ocb_cards_title\">\n                <svg width=\"28\" height=\"3\" viewBox=\"0 0 28 3\" fill=\"none\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\">\n                    <path d=\"M0.8 2.44184V0.841835H27.2V2.44184H0.8Z\" fill=\"#D83F00\" \/>\n                <\/svg>\n                <span>Benefits<\/span>\n            <\/h2>\n                <div class=\"ocb_cards_content\">\n                            <div class=\"ocb_card\">\n                    <h3 class=\"ocb_card_title\">Understanding the Specifics of Strategic Sales<\/h3>\n                    <div class=\"ocb_card_description\"><p>Improve understanding of the particularities of complex sales and how to approach them effectively.<\/p>\n<\/div>\n                <\/div>\n                            <div class=\"ocb_card\">\n                    <h3 class=\"ocb_card_title\">Identifying and Gaining the Trust of Buyers<\/h3>\n                    <div class=\"ocb_card_description\"><p>Develop strategies to identify different types of buyers and gain their trust.<\/p>\n<\/div>\n                <\/div>\n                            <div class=\"ocb_card\">\n                    <h3 class=\"ocb_card_title\">Organization and Management of Strategic Sales<\/h3>\n                    <div class=\"ocb_card_description\"><p>Learn to organize and manage sales in a way that maximizes results and aligns with the company&#8217;s strategy.<\/p>\n<\/div>\n                <\/div>\n                    <\/div>\n            <\/section>\n\n<script>\n    document.addEventListener('DOMContentLoaded', function () {\n        document.querySelectorAll('.ocb_cards_section').forEach(function (section) {\n            if 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