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Professional Sales and Negotiation Skills (5 cr)

Code: LB10031-3002

General information


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.