Opinto-opas

Tavoitteet (OJ)

During the course students will get to know different sales processes and negotiation situations. Students will plan and practice different sales approaches and improve their personal sales skills. During the course the students will plan and organize a sales event.

After completing the course the students will be able to
• Describe an effective sales process
• Prepare for different sales and negotiation situations
• Listen to the customer and identify the customer needs during a sales meeting
• Communicate key messages to the customer
• Plan and organize a sales event

Sisältö (OJ)

• What is a sales process and how to apply it in practice?
• Which factors affect successful sales negotiation?
• What are the differences between b-to-c and b-to-b sales?
• How to listen to the customer and ask good questions?
• How to show empathy and address difficult situations in a customer oriented way?
• How to plan and organize a sales event?

Arviointikriteerit, tyydyttävä (1-2) (OJ)

The student can describe the sales and negotiations process and identify sales opportunities. The student can ask a customer appropriate questions relevant to closing a sale and list the eight types of sales people identified by the Harvard Business School research. The student is able to name the ABC and SEA sales acronyms and participate in a sales event. The student can communicate simple messages in spoken English and present factual information about their product or service. The student can follow a script or checklist to produce communication to explain the benefits of their service. The student is able to communicate in a sales environment by participating in both speaking/listening, reading/writing activities.

Arviointikriteerit, hyvä (3-4) (OJ)

The student can explain the sales process and explain the role of participants in the sales process. The student is able to comment on and evaluate a sales meeting and describe the 8 sales personalities. The student can explain and apply sales processes to their own business simulation and develop sales and negotiation strategies. The student can describe and plan a sales meeting, analyse the ABC sales process and explain why SEA sales process is more relevant to contemporary sales. The student can explain the importance of listening to customer needs. The student is able to explain sales phenomena clearly by speaking and writing in English. The student is able to take account of cultural norms when devising or responding to communications from other cultures and can adjust their sales communication so that it is appropriate for the audience and medium being used. The student demonstrates some ability to evaluate and adapt their sales approach based on the context and reaction of recipients and is open to new sales methods, technologies and ideas.

Arviointikriteerit, kiitettävä (5) (OJ)

The student can analyse and evaluate a sales situation. The student can analyse the communications structures within an organization and explain, evaluate and critique the public relations process of a given organisation. The student can design and implement solutions to communications problems within an organization. The student can reflect on their own strengths and weaknesses as a sales person and negotiator and adapt their negotiations strategy as needs arise. The student can identify their sales type (Harvard BR – 8 types of sales people) and take appropriate steps to develop areas as required. The student analyses sales challenges and synthesises possible solutions and recognises possible implications. The student collaborates with peers during the learning process and evaluates different sales approaches. The student can demonstrate the ability to adapt their sales approach as appropriate to context, situation, and level of formality. The student is tolerant of those who have different cultural communication norms and values and is able to adapt their sales and negotiations techniques and strategies as appropriate to the given situation, including tone, pace, intonation, body language, facial expression, dress and appearance, level of formality. The student is able to demonstrate the ability to listen actively.

Aika ja paikka

09/01: 14:00-17:00 in B3-27
16/01: 14:00-17:00 in B3-27
23/01: 14:00-17:00 in B3-27
30/01: 14:00-17:00 in B3-27
06/02: 14:00-17:00 in B3-27
13/02: 14:00-17:00 in B3-27
20/02: 14:00-17:00 in B3-27

Tenttien ja uusintatenttien ajankohdat

N/A

Arviointimenetelmät ja arvioinnin perusteet

Participation in the course, assignments, and Sales Up performance will be evaluated

Arviointiasteikko

0-5

Opiskelumuodot ja opetusmenetelmät

- Lectures
- Flipped class sessions
- Inquiry-based learning
- Collaborative learning
- Roleplay exercises
- Practical exercises (off-campus)

Oppimateriaalit

- Presentation material
- Articles and case studies
- Videos
- Guest speaker presentation

Opiskelijan ajankäyttö ja kuormitus

Students are expected to:
- Attend sessions
- Participate in group discussions and activities
- Prepare and participate in the Sales Up event

Sisällön jaksotus

Themes will be discussed in the first lesson.

- What is a sales process and how to apply it in practice?
- Which factors affect successful sales negotiation?
- What are the differences between b-to-c and b-to-b sales?
- Understanding inbound customer relationships and promoting the value proposition as part of sales - sales promotion "technology industry".
- How to listen to the customer and ask good questions?
- How to show empathy and address difficult situations in a customer-oriented way?
- How to plan and organize a sales event?

Toteutuksen valinnaiset suoritustavat

N/A

Harjoittelu- ja työelämäyhteistyö

- Practice in setting up and working in a trade fair
- Negotiations with other virtual firms

Kansainvälisyys

N/A

Lisätietoja opiskelijoille

N/A

Arviointikriteerit - tyydyttävä (1-2) (Ei käytössä, kts Opintojakson Arviointikriteerit ylempänä)

The student can describe the sales and negotiations process and identify sales opportunities. The student can ask a customer appropriate questions relevant to closing a sale and list the eight types of sales people identified by the Harvard Business School research. The student is able to name the ABC and SEA sales acronyms and participate in a sales event. The student can communicate simple messages in spoken English and present factual information about their product or service. The student can follow a script or checklist to produce communication to explain the benefits of their service. The student is able to communicate in a sales environment by participating in both speaking/listening, reading/writing activities.

Arviointikriteerit - hyvä (3-4) (Ei käytössä, kts Opintojakson Arviointikriteerit ylempänä)

The student can explain the sales process and explain the role of participants in the sales process. The student is able to comment on and evaluate a sales meeting and describe the 8 sales personalities. The student can explain and apply sales processes to their own business simulation and develop sales and negotiation strategies. The student can describe and plan a sales meeting, analyse the ABC sales process and explain why SEA sales process is more relevant to contemporary sales. The student can explain the importance of listening to customer needs. The student is able to explain sales phenomena clearly by speaking and writing in English. The student is able to take account of cultural norms when devising or responding to communications from other cultures and can adjust their sales communication so that it is appropriate for the audience and medium being used. The student demonstrates some ability to evaluate and adapt their sales approach based on the context and reaction of recipients and is open to new sales methods, technologies and ideas.

Arviointikriteerit - kiitettävä (5) (Ei käytössä, kts Opintojakson Arviointikriteerit ylempänä)

The student can analyse and evaluate a sales situation. The student can analyse the communications structures within an organization and explain, evaluate and critique the public relations process of a given organisation. The student can design and implement solutions to communications problems within an organization. The student can reflect on their own strengths and weaknesses as a sales person and negotiator and adapt their negotiations strategy as needs arise. The student can identify their sales type (Harvard BR – 8 types of sales people) and take appropriate steps to develop areas as required. The student analyses sales challenges and synthesises possible solutions and recognises possible implications. The student collaborates with peers during the learning process and evaluates different sales approaches. The student can demonstrate the ability to adapt their sales approach as appropriate to context, situation, and level of formality. The student is tolerant of those who have different cultural communication norms and values and is able to adapt their sales and negotiations techniques and strategies as appropriate to the given situation, including tone, pace, intonation, body language, facial expression, dress and appearance, level of formality. The student is able to demonstrate the ability to listen actively.

Tavoitteet (OJ)

During the course students will get to know different sales processes and negotiation situations. Students will plan and practice different sales approaches and improve their personal sales skills. During the course the students will plan and organize a sales event.

After completing the course the students will be able to
• Describe an effective sales process
• Prepare for different sales and negotiation situations
• Listen to the customer and identify the customer needs during a sales meeting
• Communicate key messages to the customer
• Plan and organize a sales event

Sisältö (OJ)

• What is a sales process and how to apply it in practice?
• Which factors affect successful sales negotiation?
• What are the differences between b-to-c and b-to-b sales?
• How to listen to the customer and ask good questions?
• How to show empathy and address difficult situations in a customer oriented way?
• How to plan and organize a sales event?

Arviointikriteerit, tyydyttävä (1-2) (OJ)

The student can describe the sales and negotiations process and identify sales opportunities. The student can ask a customer appropriate questions relevant to closing a sale and list the eight types of sales people identified by the Harvard Business School research. The student is able to name the ABC and SEA sales acronyms and participate in a sales event. The student can communicate simple messages in spoken English and present factual information about their product or service. The student can follow a script or checklist to produce communication to explain the benefits of their service. The student is able to communicate in a sales environment by participating in both speaking/listening, reading/writing activities.

Arviointikriteerit, hyvä (3-4) (OJ)

The student can explain the sales process and explain the role of participants in the sales process. The student is able to comment on and evaluate a sales meeting and describe the 8 sales personalities. The student can explain and apply sales processes to their own business simulation and develop sales and negotiation strategies. The student can describe and plan a sales meeting, analyse the ABC sales process and explain why SEA sales process is more relevant to contemporary sales. The student can explain the importance of listening to customer needs. The student is able to explain sales phenomena clearly by speaking and writing in English. The student is able to take account of cultural norms when devising or responding to communications from other cultures and can adjust their sales communication so that it is appropriate for the audience and medium being used. The student demonstrates some ability to evaluate and adapt their sales approach based on the context and reaction of recipients and is open to new sales methods, technologies and ideas.

Arviointikriteerit, kiitettävä (5) (OJ)

The student can analyse and evaluate a sales situation. The student can analyse the communications structures within an organization and explain, evaluate and critique the public relations process of a given organisation. The student can design and implement solutions to communications problems within an organization. The student can reflect on their own strengths and weaknesses as a sales person and negotiator and adapt their negotiations strategy as needs arise. The student can identify their sales type (Harvard BR – 8 types of sales people) and take appropriate steps to develop areas as required. The student analyses sales challenges and synthesises possible solutions and recognises possible implications. The student collaborates with peers during the learning process and evaluates different sales approaches. The student can demonstrate the ability to adapt their sales approach as appropriate to context, situation, and level of formality. The student is tolerant of those who have different cultural communication norms and values and is able to adapt their sales and negotiations techniques and strategies as appropriate to the given situation, including tone, pace, intonation, body language, facial expression, dress and appearance, level of formality. The student is able to demonstrate the ability to listen actively.

Aika ja paikka

09/01: 11:00-14:00 in B3-27
16/01: 11:00-14:00 in B3-27
23/01: 11:00-14:00 in B3-27
30/01: 11:00-14:00 in B3-27
06/02: 11:00-14:00 in B3-27
13/02: 11:00-14:00 in B3-27
20/02: 11:00-14:00 in B3-27

Tenttien ja uusintatenttien ajankohdat

N/A

Arviointimenetelmät ja arvioinnin perusteet

Participation in the course, assignments, and Sales Up performance will be evaluated

Arviointiasteikko

0-5

Opiskelumuodot ja opetusmenetelmät

- Lectures
- Flipped class sessions
- Inquiry-based learning
- Collaborative learning
- Roleplay exercises
- Practical exercises (off-campus)

Oppimateriaalit

- Presentation material
- Articles and case studies
- Videos
- Guest speaker presentation

Opiskelijan ajankäyttö ja kuormitus

Students are expected to:
- Attend sessions
- Participate in group discussions and activities
- Prepare and participate in the Sales Up event

Sisällön jaksotus

Themes will be discussed in the first lesson.

- What is a sales process and how to apply it in practice?
- Which factors affect successful sales negotiation?
- What are the differences between b-to-c and b-to-b sales?
- Understanding inbound customer relationships and promoting the value proposition as part of sales - sales promotion "technology industry".
- How to listen to the customer and ask good questions?
- How to show empathy and address difficult situations in a customer-oriented way?
- How to plan and organize a sales event?

Toteutuksen valinnaiset suoritustavat

N/A

Harjoittelu- ja työelämäyhteistyö

- Practice in setting up and working in a trade fair
- Negotiations with other virtual firms

Kansainvälisyys

N/A

Lisätietoja opiskelijoille

N/A

Arviointikriteerit - tyydyttävä (1-2) (Ei käytössä, kts Opintojakson Arviointikriteerit ylempänä)

The student can describe the sales and negotiations process and identify sales opportunities. The student can ask a customer appropriate questions relevant to closing a sale and list the eight types of sales people identified by the Harvard Business School research. The student is able to name the ABC and SEA sales acronyms and participate in a sales event. The student can communicate simple messages in spoken English and present factual information about their product or service. The student can follow a script or checklist to produce communication to explain the benefits of their service. The student is able to communicate in a sales environment by participating in both speaking/listening, reading/writing activities.

Arviointikriteerit - hyvä (3-4) (Ei käytössä, kts Opintojakson Arviointikriteerit ylempänä)

The student can explain the sales process and explain the role of participants in the sales process. The student is able to comment on and evaluate a sales meeting and describe the 8 sales personalities. The student can explain and apply sales processes to their own business simulation and develop sales and negotiation strategies. The student can describe and plan a sales meeting, analyse the ABC sales process and explain why SEA sales process is more relevant to contemporary sales. The student can explain the importance of listening to customer needs. The student is able to explain sales phenomena clearly by speaking and writing in English. The student is able to take account of cultural norms when devising or responding to communications from other cultures and can adjust their sales communication so that it is appropriate for the audience and medium being used. The student demonstrates some ability to evaluate and adapt their sales approach based on the context and reaction of recipients and is open to new sales methods, technologies and ideas.

Arviointikriteerit - kiitettävä (5) (Ei käytössä, kts Opintojakson Arviointikriteerit ylempänä)

The student can analyse and evaluate a sales situation. The student can analyse the communications structures within an organization and explain, evaluate and critique the public relations process of a given organisation. The student can design and implement solutions to communications problems within an organization. The student can reflect on their own strengths and weaknesses as a sales person and negotiator and adapt their negotiations strategy as needs arise. The student can identify their sales type (Harvard BR – 8 types of sales people) and take appropriate steps to develop areas as required. The student analyses sales challenges and synthesises possible solutions and recognises possible implications. The student collaborates with peers during the learning process and evaluates different sales approaches. The student can demonstrate the ability to adapt their sales approach as appropriate to context, situation, and level of formality. The student is tolerant of those who have different cultural communication norms and values and is able to adapt their sales and negotiations techniques and strategies as appropriate to the given situation, including tone, pace, intonation, body language, facial expression, dress and appearance, level of formality. The student is able to demonstrate the ability to listen actively.

Tavoitteet (OJ)

During the course students will get to know different sales processes and negotiation situations. Students will plan and practice different sales approaches and improve their personal sales skills. During the course the students will plan and organize a sales event.

After completing the course the students will be able to
• Describe an effective sales process
• Prepare for different sales and negotiation situations
• Listen to the customer and identify the customer needs during a sales meeting
• Communicate key messages to the customer
• Plan and organize a sales event

Sisältö (OJ)

• What is a sales process and how to apply it in practice?
• Which factors affect successful sales negotiation?
• What are the differences between b-to-c and b-to-b sales?
• How to listen to the customer and ask good questions?
• How to show empathy and address difficult situations in a customer oriented way?
• How to plan and organize a sales event?

Arviointikriteerit, tyydyttävä (1-2) (OJ)

The student can describe the sales and negotiations process and identify sales opportunities. The student can ask a customer appropriate questions relevant to closing a sale and list the eight types of sales people identified by the Harvard Business School research. The student is able to name the ABC and SEA sales acronyms and participate in a sales event. The student can communicate simple messages in spoken English and present factual information about their product or service. The student can follow a script or checklist to produce communication to explain the benefits of their service. The student is able to communicate in a sales environment by participating in both speaking/listening, reading/writing activities.

Arviointikriteerit, hyvä (3-4) (OJ)

The student can explain the sales process and explain the role of participants in the sales process. The student is able to comment on and evaluate a sales meeting and describe the 8 sales personalities. The student can explain and apply sales processes to their own business simulation and develop sales and negotiation strategies. The student can describe and plan a sales meeting, analyse the ABC sales process and explain why SEA sales process is more relevant to contemporary sales. The student can explain the importance of listening to customer needs. The student is able to explain sales phenomena clearly by speaking and writing in English. The student is able to take account of cultural norms when devising or responding to communications from other cultures and can adjust their sales communication so that it is appropriate for the audience and medium being used. The student demonstrates some ability to evaluate and adapt their sales approach based on the context and reaction of recipients and is open to new sales methods, technologies and ideas.

Arviointikriteerit, kiitettävä (5) (OJ)

The student can analyse and evaluate a sales situation. The student can analyse the communications structures within an organization and explain, evaluate and critique the public relations process of a given organisation. The student can design and implement solutions to communications problems within an organization. The student can reflect on their own strengths and weaknesses as a sales person and negotiator and adapt their negotiations strategy as needs arise. The student can identify their sales type (Harvard BR – 8 types of sales people) and take appropriate steps to develop areas as required. The student analyses sales challenges and synthesises possible solutions and recognises possible implications. The student collaborates with peers during the learning process and evaluates different sales approaches. The student can demonstrate the ability to adapt their sales approach as appropriate to context, situation, and level of formality. The student is tolerant of those who have different cultural communication norms and values and is able to adapt their sales and negotiations techniques and strategies as appropriate to the given situation, including tone, pace, intonation, body language, facial expression, dress and appearance, level of formality. The student is able to demonstrate the ability to listen actively.

Aika ja paikka

10/01: 8:00-11:00 in B5-31
17/01: 8:00-11:00 in B5-31
24/01: 8:00-11:00 in B5-31
31/01: 8:00-11:00 in B5-31
07/02: 8:00-11:00 in B5-31
14/02: 8:00-11:00 in B5-31
21/02: 8:00-11:00 in B5-31

Tenttien ja uusintatenttien ajankohdat

N/A

Arviointimenetelmät ja arvioinnin perusteet

Participation in the course, assignments, and Sales Up performance will be evaluated

Arviointiasteikko

0-5

Opiskelumuodot ja opetusmenetelmät

- Lectures
- Flipped class sessions
- Inquiry-based learning
- Collaborative learning
- Roleplay exercises
- Practical exercises (off-campus)

Oppimateriaalit

- Presentation material
- Articles and case studies
- Videos

Opiskelijan ajankäyttö ja kuormitus

Students are expected to:
- Attend sessions
- Participate in group discussions and activities
- Prepare and participate in the Sales Up event

Sisällön jaksotus

Themes will be announced in the first lesson

Toteutuksen valinnaiset suoritustavat

N/A

Harjoittelu- ja työelämäyhteistyö

- Practice in setting up and working in a trade fair
- Negotiations with other virtual firms

Kansainvälisyys

N/A

Lisätietoja opiskelijoille

N/A

Arviointikriteerit - tyydyttävä (1-2) (Ei käytössä, kts Opintojakson Arviointikriteerit ylempänä)

The student can describe the sales and negotiations process and identify sales opportunities. The student can ask a customer appropriate questions relevant to closing a sale and list the eight types of sales people identified by the Harvard Business School research. The student is able to name the ABC and SEA sales acronyms and participate in a sales event. The student can communicate simple messages in spoken English and present factual information about their product or service. The student can follow a script or checklist to produce communication to explain the benefits of their service. The student is able to communicate in a sales environment by participating in both speaking/listening, reading/writing activities.

Arviointikriteerit - hyvä (3-4) (Ei käytössä, kts Opintojakson Arviointikriteerit ylempänä)

The student can explain the sales process and explain the role of participants in the sales process. The student is able to comment on and evaluate a sales meeting and describe the 8 sales personalities. The student can explain and apply sales processes to their own business simulation and develop sales and negotiation strategies. The student can describe and plan a sales meeting, analyse the ABC sales process and explain why SEA sales process is more relevant to contemporary sales. The student can explain the importance of listening to customer needs. The student is able to explain sales phenomena clearly by speaking and writing in English. The student is able to take account of cultural norms when devising or responding to communications from other cultures and can adjust their sales communication so that it is appropriate for the audience and medium being used. The student demonstrates some ability to evaluate and adapt their sales approach based on the context and reaction of recipients and is open to new sales methods, technologies and ideas.

Arviointikriteerit - kiitettävä (5) (Ei käytössä, kts Opintojakson Arviointikriteerit ylempänä)

The student can analyse and evaluate a sales situation. The student can analyse the communications structures within an organization and explain, evaluate and critique the public relations process of a given organisation. The student can design and implement solutions to communications problems within an organization. The student can reflect on their own strengths and weaknesses as a sales person and negotiator and adapt their negotiations strategy as needs arise. The student can identify their sales type (Harvard BR – 8 types of sales people) and take appropriate steps to develop areas as required. The student analyses sales challenges and synthesises possible solutions and recognises possible implications. The student collaborates with peers during the learning process and evaluates different sales approaches. The student can demonstrate the ability to adapt their sales approach as appropriate to context, situation, and level of formality. The student is tolerant of those who have different cultural communication norms and values and is able to adapt their sales and negotiations techniques and strategies as appropriate to the given situation, including tone, pace, intonation, body language, facial expression, dress and appearance, level of formality. The student is able to demonstrate the ability to listen actively.

Tavoitteet (OJ)

During the course students will get to know different sales processes and negotiation situations. Students will plan and practice different sales approaches and improve their personal sales skills. During the course the students will plan and organize a sales event.

After completing the course the students will be able to
• Describe an effective sales process
• Prepare for different sales and negotiation situations
• Listen to the customer and identify the customer needs during a sales meeting
• Communicate key messages to the customer
• Plan and organize a sales event

Sisältö (OJ)

• What is a sales process and how to apply it in practice?
• Which factors affect successful sales negotiation?
• What are the differences between b-to-c and b-to-b sales?
• How to listen to the customer and ask good questions?
• How to show empathy and address difficult situations in a customer oriented way?
• How to plan and organize a sales event?

Arviointikriteerit, tyydyttävä (1-2) (OJ)

The student can describe the sales and negotiations process and identify sales opportunities. The student can ask a customer appropriate questions relevant to closing a sale and list the eight types of sales people identified by the Harvard Business School research. The student is able to name the ABC and SEA sales acronyms and participate in a sales event. The student can communicate simple messages in spoken English and present factual information about their product or service. The student can follow a script or checklist to produce communication to explain the benefits of their service. The student is able to communicate in a sales environment by participating in both speaking/listening, reading/writing activities.

Arviointikriteerit, hyvä (3-4) (OJ)

The student can explain the sales process and explain the role of participants in the sales process. The student is able to comment on and evaluate a sales meeting and describe the 8 sales personalities. The student can explain and apply sales processes to their own business simulation and develop sales and negotiation strategies. The student can describe and plan a sales meeting, analyse the ABC sales process and explain why SEA sales process is more relevant to contemporary sales. The student can explain the importance of listening to customer needs. The student is able to explain sales phenomena clearly by speaking and writing in English. The student is able to take account of cultural norms when devising or responding to communications from other cultures and can adjust their sales communication so that it is appropriate for the audience and medium being used. The student demonstrates some ability to evaluate and adapt their sales approach based on the context and reaction of recipients and is open to new sales methods, technologies and ideas.

Arviointikriteerit, kiitettävä (5) (OJ)

The student can analyse and evaluate a sales situation. The student can analyse the communications structures within an organization and explain, evaluate and critique the public relations process of a given organisation. The student can design and implement solutions to communications problems within an organization. The student can reflect on their own strengths and weaknesses as a sales person and negotiator and adapt their negotiations strategy as needs arise. The student can identify their sales type (Harvard BR – 8 types of sales people) and take appropriate steps to develop areas as required. The student analyses sales challenges and synthesises possible solutions and recognises possible implications. The student collaborates with peers during the learning process and evaluates different sales approaches. The student can demonstrate the ability to adapt their sales approach as appropriate to context, situation, and level of formality. The student is tolerant of those who have different cultural communication norms and values and is able to adapt their sales and negotiations techniques and strategies as appropriate to the given situation, including tone, pace, intonation, body language, facial expression, dress and appearance, level of formality. The student is able to demonstrate the ability to listen actively.

Aika ja paikka

10/01: 11:00-14:00 in B5-31
17/01: 11:00-14:00 in B5-31
24/01: 11:00-14:00 in B5-31
31/01: 11:00-14:00 in B5-31
07/02: 11:00-14:00 in B5-31
14/02: 11:00-14:00 in B5-31
21/02: 11:00-14:00 in B5-31

Tenttien ja uusintatenttien ajankohdat

N/A

Arviointimenetelmät ja arvioinnin perusteet

Participation in the course, assignments, and Sales Up performance will be evaluated

Arviointiasteikko

0-5

Opiskelumuodot ja opetusmenetelmät

- Lectures
- Flipped class sessions
- Inquiry-based learning
- Collaborative learning
- Roleplay exercises
- Practical exercises (off-campus)

Oppimateriaalit

- Presentation material
- Articles and case studies
- Videos

Opiskelijan ajankäyttö ja kuormitus

Students are expected to:
- Attend sessions
- Participate in group discussions and activities
- Prepare and participate in the Sales Up event

Sisällön jaksotus

Themes will be announced in the first lesson

Toteutuksen valinnaiset suoritustavat

N/A

Harjoittelu- ja työelämäyhteistyö

- Practice in setting up and working in a trade fair
- Negotiations with other virtual firms

Kansainvälisyys

N/A

Lisätietoja opiskelijoille

N/A

Arviointikriteerit - tyydyttävä (1-2) (Ei käytössä, kts Opintojakson Arviointikriteerit ylempänä)

The student can describe the sales and negotiations process and identify sales opportunities. The student can ask a customer appropriate questions relevant to closing a sale and list the eight types of sales people identified by the Harvard Business School research. The student is able to name the ABC and SEA sales acronyms and participate in a sales event. The student can communicate simple messages in spoken English and present factual information about their product or service. The student can follow a script or checklist to produce communication to explain the benefits of their service. The student is able to communicate in a sales environment by participating in both speaking/listening, reading/writing activities.

Arviointikriteerit - hyvä (3-4) (Ei käytössä, kts Opintojakson Arviointikriteerit ylempänä)

The student can explain the sales process and explain the role of participants in the sales process. The student is able to comment on and evaluate a sales meeting and describe the 8 sales personalities. The student can explain and apply sales processes to their own business simulation and develop sales and negotiation strategies. The student can describe and plan a sales meeting, analyse the ABC sales process and explain why SEA sales process is more relevant to contemporary sales. The student can explain the importance of listening to customer needs. The student is able to explain sales phenomena clearly by speaking and writing in English. The student is able to take account of cultural norms when devising or responding to communications from other cultures and can adjust their sales communication so that it is appropriate for the audience and medium being used. The student demonstrates some ability to evaluate and adapt their sales approach based on the context and reaction of recipients and is open to new sales methods, technologies and ideas.

Arviointikriteerit - kiitettävä (5) (Ei käytössä, kts Opintojakson Arviointikriteerit ylempänä)

The student can analyse and evaluate a sales situation. The student can analyse the communications structures within an organization and explain, evaluate and critique the public relations process of a given organisation. The student can design and implement solutions to communications problems within an organization. The student can reflect on their own strengths and weaknesses as a sales person and negotiator and adapt their negotiations strategy as needs arise. The student can identify their sales type (Harvard BR – 8 types of sales people) and take appropriate steps to develop areas as required. The student analyses sales challenges and synthesises possible solutions and recognises possible implications. The student collaborates with peers during the learning process and evaluates different sales approaches. The student can demonstrate the ability to adapt their sales approach as appropriate to context, situation, and level of formality. The student is tolerant of those who have different cultural communication norms and values and is able to adapt their sales and negotiations techniques and strategies as appropriate to the given situation, including tone, pace, intonation, body language, facial expression, dress and appearance, level of formality. The student is able to demonstrate the ability to listen actively.

Tavoitteet (OJ)

During the course students will get to know different sales processes and negotiation situations. Students will plan and practice different sales approaches and improve their personal sales skills. During the course the students will plan and organize a sales event.

After completing the course the students will be able to
• Describe an effective sales process
• Prepare for different sales and negotiation situations
• Listen to the customer and identify the customer needs during a sales meeting
• Communicate key messages to the customer
• Plan and organize a sales event

Sisältö (OJ)

• What is a sales process and how to apply it in practice?
• Which factors affect successful sales negotiation?
• What are the differences between b-to-c and b-to-b sales?
• How to listen to the customer and ask good questions?
• How to show empathy and address difficult situations in a customer oriented way?
• How to plan and organize a sales event?

Arviointikriteerit, tyydyttävä (1-2) (OJ)

The student can describe the sales and negotiations process and identify sales opportunities. The student can ask a customer appropriate questions relevant to closing a sale and list the eight types of sales people identified by the Harvard Business School research. The student is able to name the ABC and SEA sales acronyms and participate in a sales event. The student can communicate simple messages in spoken English and present factual information about their product or service. The student can follow a script or checklist to produce communication to explain the benefits of their service. The student is able to communicate in a sales environment by participating in both speaking/listening, reading/writing activities.

Arviointikriteerit, hyvä (3-4) (OJ)

The student can explain the sales process and explain the role of participants in the sales process. The student is able to comment on and evaluate a sales meeting and describe the 8 sales personalities. The student can explain and apply sales processes to their own business simulation and develop sales and negotiation strategies. The student can describe and plan a sales meeting, analyse the ABC sales process and explain why SEA sales process is more relevant to contemporary sales. The student can explain the importance of listening to customer needs. The student is able to explain sales phenomena clearly by speaking and writing in English. The student is able to take account of cultural norms when devising or responding to communications from other cultures and can adjust their sales communication so that it is appropriate for the audience and medium being used. The student demonstrates some ability to evaluate and adapt their sales approach based on the context and reaction of recipients and is open to new sales methods, technologies and ideas.

Arviointikriteerit, kiitettävä (5) (OJ)

The student can analyse and evaluate a sales situation. The student can analyse the communications structures within an organization and explain, evaluate and critique the public relations process of a given organisation. The student can design and implement solutions to communications problems within an organization. The student can reflect on their own strengths and weaknesses as a sales person and negotiator and adapt their negotiations strategy as needs arise. The student can identify their sales type (Harvard BR – 8 types of sales people) and take appropriate steps to develop areas as required. The student analyses sales challenges and synthesises possible solutions and recognises possible implications. The student collaborates with peers during the learning process and evaluates different sales approaches. The student can demonstrate the ability to adapt their sales approach as appropriate to context, situation, and level of formality. The student is tolerant of those who have different cultural communication norms and values and is able to adapt their sales and negotiations techniques and strategies as appropriate to the given situation, including tone, pace, intonation, body language, facial expression, dress and appearance, level of formality. The student is able to demonstrate the ability to listen actively.

Aika ja paikka

12.01.2022 11.00 - 14.00 B3-27
26.01.2022 11.00 - 14.00 B3-27
02.02.2022 11.00 - 14.00 B3-27
09.02.2022 11.00 - 14.00 B3-27
16.02.2022 11.00 - 14.00 B3-27
23.02.2022 11.00 - 14.00 B3-27

Tenttien ja uusintatenttien ajankohdat

N/A

Arviointimenetelmät ja arvioinnin perusteet

Participation in the course, assignments, and Sales Up performance will be evaluated

Arviointiasteikko

0-5

Opiskelumuodot ja opetusmenetelmät

- Lectures
- Flipped class sessions
- Inquiry-based learning
- Collaborative learning
- Roleplay exercise

Oppimateriaalit

- Presentation material
- Articles and case studies
- Video

Opiskelijan ajankäyttö ja kuormitus

Students are expected to:
- Attend sessions
- Participate in group discussions and activities
- Prepare and participate in the Sales Up event

Sisällön jaksotus

Themes will be announced in the first lesson

Toteutuksen valinnaiset suoritustavat

N/A

Harjoittelu- ja työelämäyhteistyö

Practice in setting up and working in a trade fair. Negotiations with other virtual firms

Kansainvälisyys

N/A

Arviointikriteerit - tyydyttävä (1-2) (Ei käytössä, kts Opintojakson Arviointikriteerit ylempänä)

The student can describe the sales and negotiations process and identify sales opportunities. The student can ask a customer appropriate questions relevant to closing a sale and list the eight types of sales people identified by the Harvard Business School research. The student is able to name the ABC and SEA sales acronyms and participate in a sales event. The student can communicate simple messages in spoken English and present factual information about their product or service. The student can follow a script or checklist to produce communication to explain the benefits of their service. The student is able to communicate in a sales environment by participating in both speaking/listening, reading/writing activities.

Arviointikriteerit - hyvä (3-4) (Ei käytössä, kts Opintojakson Arviointikriteerit ylempänä)

The student can explain the sales process and explain the role of participants in the sales process. The student is able to comment on and evaluate a sales meeting and describe the 8 sales personalities. The student can explain and apply sales processes to their own business simulation and develop sales and negotiation strategies. The student can describe and plan a sales meeting, analyse the ABC sales process and explain why SEA sales process is more relevant to contemporary sales. The student can explain the importance of listening to customer needs. The student is able to explain sales phenomena clearly by speaking and writing in English. The student is able to take account of cultural norms when devising or responding to communications from other cultures and can adjust their sales communication so that it is appropriate for the audience and medium being used. The student demonstrates some ability to evaluate and adapt their sales approach based on the context and reaction of recipients and is open to new sales methods, technologies and ideas.

Arviointikriteerit - kiitettävä (5) (Ei käytössä, kts Opintojakson Arviointikriteerit ylempänä)

The student can analyse and evaluate a sales situation. The student can analyse the communications structures within an organization and explain, evaluate and critique the public relations process of a given organisation. The student can design and implement solutions to communications problems within an organization. The student can reflect on their own strengths and weaknesses as a sales person and negotiator and adapt their negotiations strategy as needs arise. The student can identify their sales type (Harvard BR – 8 types of sales people) and take appropriate steps to develop areas as required. The student analyses sales challenges and synthesises possible solutions and recognises possible implications. The student collaborates with peers during the learning process and evaluates different sales approaches. The student can demonstrate the ability to adapt their sales approach as appropriate to context, situation, and level of formality. The student is tolerant of those who have different cultural communication norms and values and is able to adapt their sales and negotiations techniques and strategies as appropriate to the given situation, including tone, pace, intonation, body language, facial expression, dress and appearance, level of formality. The student is able to demonstrate the ability to listen actively.

Tavoitteet (OJ)

During the course students will get to know different sales processes and negotiation situations. Students will plan and practice different sales approaches and improve their personal sales skills. During the course the students will plan and organize a sales event.

After completing the course the students will be able to
• Describe an effective sales process
• Prepare for different sales and negotiation situations
• Listen to the customer and identify the customer needs during a sales meeting
• Communicate key messages to the customer
• Plan and organize a sales event

Sisältö (OJ)

• What is a sales process and how to apply it in practice?
• Which factors affect successful sales negotiation?
• What are the differences between b-to-c and b-to-b sales?
• How to listen to the customer and ask good questions?
• How to show empathy and address difficult situations in a customer oriented way?
• How to plan and organize a sales event?

Arviointikriteerit, tyydyttävä (1-2) (OJ)

The student can describe the sales and negotiations process and identify sales opportunities. The student can ask a customer appropriate questions relevant to closing a sale and list the eight types of sales people identified by the Harvard Business School research. The student is able to name the ABC and SEA sales acronyms and participate in a sales event. The student can communicate simple messages in spoken English and present factual information about their product or service. The student can follow a script or checklist to produce communication to explain the benefits of their service. The student is able to communicate in a sales environment by participating in both speaking/listening, reading/writing activities.

Arviointikriteerit, hyvä (3-4) (OJ)

The student can explain the sales process and explain the role of participants in the sales process. The student is able to comment on and evaluate a sales meeting and describe the 8 sales personalities. The student can explain and apply sales processes to their own business simulation and develop sales and negotiation strategies. The student can describe and plan a sales meeting, analyse the ABC sales process and explain why SEA sales process is more relevant to contemporary sales. The student can explain the importance of listening to customer needs. The student is able to explain sales phenomena clearly by speaking and writing in English. The student is able to take account of cultural norms when devising or responding to communications from other cultures and can adjust their sales communication so that it is appropriate for the audience and medium being used. The student demonstrates some ability to evaluate and adapt their sales approach based on the context and reaction of recipients and is open to new sales methods, technologies and ideas.

Arviointikriteerit, kiitettävä (5) (OJ)

The student can analyse and evaluate a sales situation. The student can analyse the communications structures within an organization and explain, evaluate and critique the public relations process of a given organisation. The student can design and implement solutions to communications problems within an organization. The student can reflect on their own strengths and weaknesses as a sales person and negotiator and adapt their negotiations strategy as needs arise. The student can identify their sales type (Harvard BR – 8 types of sales people) and take appropriate steps to develop areas as required. The student analyses sales challenges and synthesises possible solutions and recognises possible implications. The student collaborates with peers during the learning process and evaluates different sales approaches. The student can demonstrate the ability to adapt their sales approach as appropriate to context, situation, and level of formality. The student is tolerant of those who have different cultural communication norms and values and is able to adapt their sales and negotiations techniques and strategies as appropriate to the given situation, including tone, pace, intonation, body language, facial expression, dress and appearance, level of formality. The student is able to demonstrate the ability to listen actively.

Aika ja paikka

11.01.2022 11.00 - 14.00 B3-27
18.01.2022 11.00 - 14.00 B3-27
25.01.2022 11.00 - 14.00 B3-27
08.02.2022 11.00 - 14.00 B3-27
15.02.2022 11.00 - 14.00 B3-27
22.02.2022 11.00 - 14.00 B3-27

Tenttien ja uusintatenttien ajankohdat

N/A

Arviointimenetelmät ja arvioinnin perusteet

Participation in the course, assignments, and Sales Up performance will be evaluated

Arviointiasteikko

0-5

Opiskelumuodot ja opetusmenetelmät

- Lectures
- Flipped class sessions
- Inquiry-based learning
- Collaborative learning
- Roleplay exercise

Oppimateriaalit

- Presentation material
- Articles and case studies
- Video

Opiskelijan ajankäyttö ja kuormitus

Students are expected to:
- Attend sessions
- Participate in group discussions and activities
- Prepare and participate in the Sales Up event

Sisällön jaksotus

Themes will be announced in the first lesson

Toteutuksen valinnaiset suoritustavat

N/A

Harjoittelu- ja työelämäyhteistyö

Practice in setting up and working in a trade fair. Negotiations with other virtual firms

Kansainvälisyys

N/A

Arviointikriteerit - tyydyttävä (1-2) (Ei käytössä, kts Opintojakson Arviointikriteerit ylempänä)

The student can describe the sales and negotiations process and identify sales opportunities. The student can ask a customer appropriate questions relevant to closing a sale and list the eight types of sales people identified by the Harvard Business School research. The student is able to name the ABC and SEA sales acronyms and participate in a sales event. The student can communicate simple messages in spoken English and present factual information about their product or service. The student can follow a script or checklist to produce communication to explain the benefits of their service. The student is able to communicate in a sales environment by participating in both speaking/listening, reading/writing activities.

Arviointikriteerit - hyvä (3-4) (Ei käytössä, kts Opintojakson Arviointikriteerit ylempänä)

The student can explain the sales process and explain the role of participants in the sales process. The student is able to comment on and evaluate a sales meeting and describe the 8 sales personalities. The student can explain and apply sales processes to their own business simulation and develop sales and negotiation strategies. The student can describe and plan a sales meeting, analyse the ABC sales process and explain why SEA sales process is more relevant to contemporary sales. The student can explain the importance of listening to customer needs. The student is able to explain sales phenomena clearly by speaking and writing in English. The student is able to take account of cultural norms when devising or responding to communications from other cultures and can adjust their sales communication so that it is appropriate for the audience and medium being used. The student demonstrates some ability to evaluate and adapt their sales approach based on the context and reaction of recipients and is open to new sales methods, technologies and ideas.

Arviointikriteerit - kiitettävä (5) (Ei käytössä, kts Opintojakson Arviointikriteerit ylempänä)

The student can analyse and evaluate a sales situation. The student can analyse the communications structures within an organization and explain, evaluate and critique the public relations process of a given organisation. The student can design and implement solutions to communications problems within an organization. The student can reflect on their own strengths and weaknesses as a sales person and negotiator and adapt their negotiations strategy as needs arise. The student can identify their sales type (Harvard BR – 8 types of sales people) and take appropriate steps to develop areas as required. The student analyses sales challenges and synthesises possible solutions and recognises possible implications. The student collaborates with peers during the learning process and evaluates different sales approaches. The student can demonstrate the ability to adapt their sales approach as appropriate to context, situation, and level of formality. The student is tolerant of those who have different cultural communication norms and values and is able to adapt their sales and negotiations techniques and strategies as appropriate to the given situation, including tone, pace, intonation, body language, facial expression, dress and appearance, level of formality. The student is able to demonstrate the ability to listen actively.