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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
  • LBNS23
    Bachelor 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
  • LBNS22
    Bachelor 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.