Strategic bases :  consequences of a new worldwide economy ; necessity for a new global
mind ; the objective of growth of any company ; building an enterprise model.

Seeking & working out “Customer Value  ( CV )” :  principle of calculating CV ; the process
of B2B selling in various situations ; preparing and running the exploratory interview ;
developing and maximizing CV ; exercise.

Pricing on the basis of CV :  objective and methods of pricing ; price differentiation ; price
sensitivity ; impact of competition ; pricing on the basis of CV ; exercise.

Preparing, presenting & negotiating your offer :  the bases of communication  ( what ?
why ? how ? ) ; designing your written offer in order to better sell your added value ; the sales
interview and the negotiation of the contract ; exercise.