Study Guide

Objectives (course unit)

The student knows how to:
-define the forms and models of service business in the forest sector
-design forest services and use service design
-knows the stages of sales from preparation to closing and after sales
- strengthen his/her interaction skills in customer encounter situations, particularly in terms of confidence building, persuasive presentation and argumentation skills
-prepare for and implement sales meetings in a real customer situation

Content (course unit)

Service Business Models, Service Design, Service Process Operation, Service Design, Productisation, Customer Meeting Stages and Seller Action at Different Stages, Seller Development, Customer Value Creation through Sales.

Assessment criteria, satisfactory (1-2) (course unit)

The student recognizes the areas of service business and sales and is able to name the different stages of sales. He / she is familiar with methods of service design and value sales

Assessment criteria, good (3-4) (course unit)

The student understands the basics of service business and sales work. He / she is able to act as a supervisor in sales work related situations and can plan services in a supervised manner. He/she understands the importance of building trust, convincing performance and argumentation skills in sales.

Assessment criteria, excellent (5) (course unit)

The student understands the areas related to service business and sales work and is able to apply them in practical work. They are able to structure and apply the various stages of sales from preparation to customer relationship aftercare. The student will be able to develop value for the customer and strengthen trust between the seller and the customer through service business and sales skills.

Assessment scale

0-5