Study Guide

Objectives

After completing this course, the student will be able to plan and implement a sales process as well as carry out sales negotiations at a trade show or elsewhere. The student knows to use the language of the sales process professionally. The student can create and write materials and messages needed in communicating with the customers in English. The student also learns to understand and consider cultural and personal differences that can affect the sales process.

Content

• Preparing for negotiations and a trade fair and carrying out negotiations
• Vocabulary, phrases and communication in English
• Cultural models
• Personality type models

Assessment criteria, satisfactory (1-2)

Recognizes the basics of sales and marketing. Can use sales process concepts to a limited extent, and their English language proficiency is still at a satisfactory level.

Assessment criteria, good (3-4)

Plans and executes the sales process fairly smoothly. Is able to argue and negotiate basic matters in English, taking some cultural and personal differences into account. Produces clear written communication with a customer-oriented approach.

Assessment criteria, excellent (5)

Masterfully oversees the sales process and negotiates in English with a professional approach. Can adapt communication to fit various customer and cultural profiles, leveraging different personality types. Produces impactful and diverse materials that effectively support sales.