Competenze per vendere. Ricercare e acquisire nuovi clienti
Acquiring a new client: a structured approach
This program can help you identify the "real" client, understand their needs and preferences, communicate effectively, and establish a profitable and long-lasting relationship.
By gaining in-depth knowledge of your product, its commercial potential, the market, and your target audience, you will be able to develop and strengthen both the managerial and relational approach to commercial activities.
This program is part of the Professional Certificate in Personal Selling. For more information, click here
Who should apply
The program is aimed to junior corporate professionals and young professionals such as salespeople, account managers, and sales agents who want to acquire the foundational conceptual and methodological tools to develop their careers in sales.
Structure and contents
The “Competenze per vendere - Researching and Acquiring New Clients” Online Program can be attended whenever and however you wish. However, to maximize learning, we recommend spreading the learning commitment over 6 weeks with an average allocation of approximately 3-4 hours per week.
Acquiring a new client
Identificating and mapping new clients
Improving the quality of the contacts portfolio
Reading business results related to an area
Effective client relationship management
Processes of communicating, listening, handling objections and criticism
Key Facts
Only purchasable online
SDA Bocconi Certificate
Access duration: 4 months
Information
Enrollment and payment
The application process is totally online.
You can pay for your Online Program by credit card (Visa or Mastercard), Klarna, PayPal, Google pay, Apple pay or instant bank transfers.
Special payment terms
On the occasion of Bocconi Homecoming, Alumni and Alumnae are eligible for special payment terms: 20 % reduction on the fee for SDA Bocconi's Executive Education Programs. An opportunity to continue to grow with the support of the Bocconi Community.
To foster and contribute to women’s professional development, SDA Bocconi School of Management offers them until 8 March 2027: a 20% discount on the fee for all Executive Open Programs and Executive Online Programs.
Do you have any questions?
Program consultancy
To help you choose your training path in relation to your profile and your objectives, you can contact the Business Development team for a personalized in-depth interview and company training plans.
