Study Guide

Objectives

The course aims to provide basic modern sales skills in an international business context.

After completing the course, the student will be able to:
• know sales processes.
• lead sales operations.
• negotiate appropriately in different sales situations.

Content

The contents include the followings:
• What are the main sales processes?
• How to lead the sales operations?
• What are basic negotiation skills?

Prerequisites

None

Assessment criteria, satisfactory (1-2)

Satisfactory 1-2
The student recognizes sales processes and understands the importance of sales management in business. He knows the customer's needs and negotiation techniques. He participates in sales situations.

Assessment criteria, good (3-4)

Good 3-4
The student structures sales processes and goals in the customer interface. He understands the importance of goal-oriented sales management. He uses negotiation skills in a customer-oriented manner. He works actively in sales situations and knows how to report the results professionally.

Assessment criteria, excellent (5)

Exemplary 5
The student is able to analyze sales processes and goals from the perspective of sales management and performance. He utilizes negotiation skills in a goal-oriented manner. He evaluates sales performance and customer interaction in customer relations management. The student takes committed responsibility for his own and the group's skills in sales and reporting interfaces.

Further information

Implemenation plan.