Sales Presentations and Negotiations (5cr)

Objectives (course unit)

Opiskelija hallitsee vaativammatkin myyntitilanteet englannin kielellä.

Opiskelija osaa
- saada itseluottamusta englannin kielellä esiintymiseen ja hallitsee selkeän myyntipuheen ("pitsauksen")
- huomioida kohderyhmän ja tuntee keskeiset myyntitekniikat
- käyttää toimivaa sanavarastoa myyntitilanteiden hoitamiseen englanniksi ja hän tuntee kansainvälisiä neuvottelukäytänteitä.

Content (course unit)

Millainen on myyntisanasto ja kielen rakenteet myyntitilanteessa?
Millaisilla puhe- ja esiintymisharjoituksilla, myyntitekniikoilla ja havainnollistamisen välineillä sekä neuvottelukäytänteillä voidaan tehdä tehokasta myyntityötä englanniksi?

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

The student performs the required assessments. The student recognizes the main elements that influence sales presentations and negotiation skills. The student recognizes the existing challenges in sales communication.

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

The student performs the required assessments. The student knows the main elements that influence sales presentations and negotiation skills. The student recognizes the elements and significance of intercultural communication in sales communication.

Assessment criteria, excellent (5) (course unit)

The student performs the required assessments. The student knows and adapt the main elements that influence sales presentations and negotiation skills. The student modifies their communication style according to the existing context and takes cultural features into consideration

Location and time

All lessons are online according to the timetable.

26.08.2021 14.15 - 17.00 Zoom
24.09.2021 12.30 - 15.30 Zoom
15.10.2021 12.30 - 15.30 Zoom
19.11.2021 12.30 - 15.30 Zoom
16.12.2021 08.30 - 11.30 Zoom

https://tuni.zoom.us/j/68490806576?pwd=dk92UnduSVFRUTF4bU5ZRW9Vc0hlZz09
Meeting ID: 684 9080 6576
Passcode: 485422

Exam schedules

There is no exam in this course, but students are expected to complete all the mandatory tasks (see Methods and grounds for evaluation).

Assessment methods and criteria

The assessment is based on completion of the following written and oral tasks and activities:
• Presentation on cultural differences in sales negotiations (group task; group grade: pass/fail)
• Pitching presentation (individual task; individual grade: 0-5)
• Documentation pertaining to sales situations and negotiation process (group task; group grade: 0-5)
• Negotiation video (group task; individual grade: 0-5)
Overall participation in the course such as engagement with the course material, participation in discussions and completion of weekly/biweekly assignments is also taken into consideration when determining the final grade.

Assessment scale

0-5

Teaching methods

Contact teaching, online teaching, presentations, discussions, pair and group work, individual and collaborative online activities, independent study

Learning materials

Materials in Moodle

Student workload

Total course – 5 cr x 27 h = 135 study hours incl.:
• contact lessons – 5 x 3 h = 15 h
• group work and independent study – 120 h

Content scheduling

• Oral skills (presentations, negotiations, meetings, social interaction)
• Writing skills (offer letters, quotations, transactional documentation)
• Cultural differences and other considerations factors the negotiation process

Completion alternatives

If the student has completed corresponding studies at another university or university of applied sciences, the student may apply for credit transfer through Hyvähot system.

Students who have extensive international work experience may complete the course through demonstration of competencies.

Such cases have to be discussed with the course teacher at the beginning of the course, and the student may be required to complete additional assignments to demonstrate their knowledge and skills.

Further information

Students are expected to attend contact sessions (see Time and location) as well as complete weekly/biweekly assignments in Moodle.