Professional Sales and Negotiation SkillsLaajuus (5 cr)
Code: LB10031
Credits
5 op
Teaching language
- English
Responsible person
- Varpumaria Jeskanen
Objective
During the course you learn how to sell and communicate successfully in different situations and to different customers. You are able to describe a sales and negotiation process in b-for-c and b-for-b environments and you learn essential sales techniques. You improve your professional selling, customer communication and negotiation skills in practice and you are able to guide the sales negotiations towards win-win situation.
Content
- Professional sales techniques and skills
- b-for-c vs. b-for-b selling in international business environment
- Customer value creation
- Sales process steps
- Customer segmentation and analysis
- Successful sales negotiations and bidding process
- Value based pricing and sales documentation
Further information
This course is connected to a course of Global Business Communication in this same module.
Enrollment
01.10.2024 - 31.10.2024
Timing
27.01.2025 - 29.04.2025
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Campus
Wärtsilä Campus Karjalankatu 3
Teaching languages
- English
Seats
25 - 35
Degree programmes
- Degree Programme in International Business
Teachers
- Varpumaria Jeskanen
Teacher in charge
Varpumaria Jeskanen
Groups
-
LBNS23Bachelor of Business Administration, International Business, Fall, 2023
Objective
During the course you learn how to sell and communicate successfully in different situations and to different customers. You are able to describe a sales and negotiation process in b-for-c and b-for-b environments and you learn essential sales techniques. You improve your professional selling, customer communication and negotiation skills in practice and you are able to guide the sales negotiations towards win-win situation.
Content
- Professional sales techniques and skills
- b-for-c vs. b-for-b selling in international business environment
- Customer value creation
- Sales process steps
- Customer segmentation and analysis
- Successful sales negotiations and bidding process
- Value based pricing and sales documentation
Teaching methods
During the course you learn how to sell and communicate successfully in different situations. We use workshops and practical exercises to learn the sales techniques and the process of professional selling. You improve your professional selling, customer communication, both written and verbal, and negotiation skills in practice in a sales negotiation simulation.
This course shares assignments with the Global Business Communication course.
Evaluation scale
H-5
Further information
This course is connected to a course of Global Business Communication in this same module.
Enrollment
01.10.2023 - 31.10.2023
Timing
22.01.2024 - 19.04.2024
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Campus
Wärtsilä Campus Karjalankatu 3
Teaching languages
- English
Seats
25 - 35
Degree programmes
- Degree Programme in International Business
Teachers
- Varpumaria Jeskanen
Teacher in charge
Varpumaria Jeskanen
Groups
-
LBNS22Bachelor of Business Administration, International Business, Fall, 2022
Objective
During the course you learn how to sell and communicate successfully in different situations and to different customers. You are able to describe a sales and negotiation process in b-for-c and b-for-b environments and you learn essential sales techniques. You improve your professional selling, customer communication and negotiation skills in practice and you are able to guide the sales negotiations towards win-win situation.
Content
- Professional sales techniques and skills
- b-for-c vs. b-for-b selling in international business environment
- Customer value creation
- Sales process steps
- Customer segmentation and analysis
- Successful sales negotiations and bidding process
- Value based pricing and sales documentation
Teaching methods
During the course you learn how to sell and communicate successfully in different situations. We use workshops and practical exercises to learn the sales techniques and the process of professional selling. You improve your professional selling, customer communication, both written and verbal, and negotiation skills in practice in a sales negotiation simulation.
This course shares assignments with the Global Business Communication course.
Evaluation scale
H-5
Further information
This course is connected to a course of Global Business Communication in this same module.