Sales Presentations and Negotiations (5cr)

Objectives (course unit)

The student can give a sales presentation and negotiate in English.

The student is able to
- plan and give a sales presentation "pitching"
- prepare and carry out a sales negotiation
- communicate in English in sales negotiations
- adapt the sales process and sales technics according to different cultural characteristics.

Content (course unit)

What is a good sales presentation like?
How do you communicate with a customer?
How do you prepare and carry out a succesfull sales negotiation?
How do you consider your target group and customer's needs in sales communication?

Prerequisites (course unit)

1. and 2. year studies or similar skills and knowledge.

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

Five contact lessons during autumn 2025, independent learning between the contact sessions.

Exam schedules

No exam.

Assessment methods and criteria

Final grade is based on:

Group work 1 (0-5) - 50 %
Individual assignment 1 (0-5) - 50%

Group work 2 (pass/fail)
Individual assignment 2 (pass/fail)

To get a passed grade (1-5) contribution in all four (4) works and assignments mentioned above needs to be made.

Being present during contact classes impacts the grade following way:
0 times present -> grade 0
1 times present -> max. grade 1
2 times present -> max. grade 2
3 times present -> max. grade 3
4 times present -> max. grade 4
5 times present -> max. grade 5

Assessment scale

0-5

Teaching methods

Study module implementation is based on face to face contact lessons. Guidance and support available when needed.
Independent and proactive approach is expected from students.
Working independently with a group and alone.

Student workload

10 h = contact lessons
125 h = independent work

Content scheduling

Every contact lessons will include one of the main themes of the course.

Completion alternatives

No alternative method of completing the course.

Practical training and working life cooperation

Connection to current status or objectives of student's own working life is possible and expected.