Sales and Negotiation Skills (5cr)

Objectives (course unit)

During the course students will plan and manage negotiations and sales processes. The student will study different approaches for sales situations and negotiations as well as gain their understanding of sales process.

After completing the course, the students will be able to:

Communicate and negotiate in a demanding business environment.
Manage a sales process.
Demonstrate better sales abilities.

Content (course unit)

How to use different kind of sales techniques?
What kind of negotiation skills is needed in different sales situations?
How to analyze sales situations?

Exam schedules

- There are no exams but the grade will come entirely from participation and course assignments.

Assessment methods and criteria

- Participation in the lectures - 50 %
- Individual assignments - 50 %

Teaching methods

- Interactive lectures
- Practical cases and exercises
- Feedback
- Group work
- Individual literature study

Learning materials

- Reading material will be given during the lectures

Student workload

1 study credit = 27 hours, where common lessons and training 50%, individual work 50% (e.g. 5 credits, means 67,5 hours lessons and training and 67,5 hours individual work)

Content scheduling

1) What is selling all about?
2) What kind of a sales person am I?
3) Sales process
4) Personal branding
5) Listening to and understanding the customer
6) Pscychology in selling
7) B to C and B to B selling
8) Effective sales meetings
9) Negotiation skills
10) Telephone selling
11) Web-based selling
12) Selling in another country of choice
13) Developing own sales skills in the future

Completion alternatives

- No alternative ways.

Further information

Theory goes hand in hand with the practical exercises. There will be a lot of practice in the class which requires presences in the contact lectures.
Having completed the course students understands the role of personal sales in the big picture of marketing communication. They learn about the salesperson's work as a meaningful profession and a success factor of the company. They know which skills and competences are needed in sales.

Assessment criteria - fail (0) (Not in use, Look at the Assessment criteria above)

- The student is away from the lectures 5 times or more
- The individual assignments are not done on time or not at all

Assessment criteria - satisfactory (1-2) (Not in use, Look at the Assessment criteria above)

- The student is away from the lectures 4 times
- The individual assignments are not done on time

Assessment criteria - good (3-4) (Not in use, Look at the Assessment criteria above)

- The student is away from the lectures 3 times (grade 3) or 2 times (grade 4)
- The individual assignments are done on time and they are mostly well prepared

Assessment criteria - excellent (5) (Not in use, Look at the Assessment criteria above)

- The student is away from the lectures maximum 1 time
- The individual assignments are done on time and they are very well prepared