Professional Sales and Negotiation Skills (5cr)
Code: LB10031-3003
General information
- Enrollment
- 01.10.2025 - 31.10.2025
- Registration for the implementation has begun.
- Timing
- 16.02.2026 - 29.04.2026
- The implementation has not yet started.
- Number of ECTS credits allocated
- 5 cr
- Local portion
- 5 cr
- Mode of delivery
- Contact learning
- Unit
- International Business (BB)
- 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
-
LBNS24Bachelor of Business Administration, International Business, Fall, 2024
- Course
- LB10031
Evaluation scale
H-5
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