Sales and Negotiation Skills (4cr)

Objectives (course unit)

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

Content (course unit)

• 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?

Exam schedules

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

Assessment methods and criteria

Sales and negotiations skills - course
- Engagement and participation (25 %)
- Assignment (25 %)
Sales event
- Stand appearance and behaviour (25 %)
- Sales meetings (25 %)

Teaching methods

- Interactive lectures
- Practical exercises
- Individual literature study and essay
- Group work

Learning materials

Literature list will be given in the class

Student workload

- This is a 2 credit course = 54 hrs of work

Content scheduling

1) What is B-to-B selling and negotiation?
2) Sales process
3) Listening to and understanding the customer
4) Sales techniques
5) Effective sales meetings
6) Awareness of cultural implications

Completion alternatives

No alternative ways