Study Guide

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

According to the timetable:
• 25.08.2022 14.00 - 17.00 B3-27 - On campus (no online option)
• 22.09.2022 14.00 - 17.00 B3-27 - On campus (no online option)
• 27.10.2022 14.00 - 17.00 Etäopetus
• 25.11.2022 08.00 - 10.00 Etäopetus
• 13.12.2022 13.00 - 16.00 Etäopetus

Exam schedules

There is no exam in this course, but students are required 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 (pair task; individual grade: 0-5)
Overall participation in the course such as engagement with the course material, participation in discussions and completion of assignments in Moodle is also taken into consideration when determining the final grade.

Assessment scale

0-5

Teaching methods

Face-to-face 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 in the negotiation process

Completion alternatives

If the student has completed corresponding studies at another university or university of applied sciences or has extensive work experience where the working language is English, he/she may apply for credit transfer or recognition of competence through Hyvähot/Creta system.

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

Further information

Students are expected to attend the five contact sessions (see Time and Location) as well as complete assignments in Moodle.

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

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.
LANGUAGE:
• pronunciation is not always correct but acceptable for communication
• comprehension of key points of limited professional material is fairly good and with tools for studies
• basic knowledge is acquired and shared
• basic and unclear expressions are used in communication, but main message is shared and transmitted with some professional touch
• communication seems clumsy and limited but some attention is paid to interaction
• all separately defined course requirements contributing to the final grade are met

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

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.
LANGUAGE:
• pronunciation is clear and quite natural
• comprehension of key points as well as details of professional material is good and acquired
• knowledge can be implemented
• clear professional expressions are used, and the number of mistakes is limited
• communication seems professional and interpersonal skills are quite good
• all separately defined course requirements contributing to the final grade are met

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

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.
LANGUAGE:
• pronunciation is clear and natural with different nuances in tone
• comprehension of key points as well as details of demanding professional material is good and
• acquired knowledge can be implemented with ease
• fluent and proficient language is used with a good sense of style and register
• communication seems professional, interactive and efficient with very few mistakes made
• all separately defined course requirements contributing to the final grade are met