Study Guide

Objectives (course unit)

During the course students will learn different techniques and skills for improving their professional sales skills. 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 both in b-to-c and b-to-b sales situations.
• Understand the role and usage of digital tools in a sales process.
• Know how to prepare and handle sales situations across cultures.

Content (course unit)

• What are professional sales skills and techniques?
• How to sell successfully in b-to-c and b-to-b settings?
• What kind of digital tools are used in selling?
• How to sell and negotiate in other, selected countries?

Prerequisites (course unit)

-

Further information (course unit)

There will be two implementations of the course, one in the autumn semester and another in the spring.

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

The student is able to conduct sales negotiations in different target markets. The student knows basic techniques for understanding customer needs. He/she is somewhat familiar with persuasion techniques used in professional selling. The student can give simple sales presentations. He/she knows how to close sales in some situations. The student is aware of digital tools used in the sales process.

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

The student is able to conduct sales negotiations in both B2B and B2C settings in different target markets. The student can ask questions to understand customer needs. He/she is familiar with persuasion techniques used in professional selling. The student can identify sales prospects. The student can make professional sales presentations and is familiar with the methods of overcoming sales resistance. He/she knows how to close sales, resulting in enduring buyer-seller relationships. The student is familiar with digital tools in the sales process.

Assessment criteria, excellent (5) (course unit)

The student is able to conduct complex sales negotiations in both B2B and B2C settings in domestic and international target markets. The student can ask the right questions to fully understand customer needs. He/she is familiar with different persuasion techniques used in professional selling. The student understands the role of social influence in sales settings and he/she can identify sales prospects. The student can make professional sales presentations and is familiar with various methods of overcoming sales resistance. He/she knows how to close sales, resulting in long-lasting and mutual beneficial buyer-seller relationships. The student is familiar and able to use diverse digital tools in the sales process.

Assessment criteria, pass/fail (course unit)

Not approved 
The student has poor skills of conducting sales negotiations. The student is unaware of basic techniques for understanding customer needs. He/she is unfamiliar with persuasion techniques used in professional selling. The student is unable to give sales presentations. He/she does not know how to close sales. The student is unaware of digital tools used in the sales process. 

Exam schedules

There is no exam in this course.
For more information on evaluation, please see Methods and Grounds for Evaluation.

Assessment methods and criteria

The evaluation is based on successful completion of the following tasks and activities:
• Weekly assignments in different forms (games, role play, reports, or other)
• Final assessment (sales situation simulation)

Assessment scale

0-5

Teaching methods

• Lectures in the virtual classroom
• Independent studies based on provided materials
• Sales process simulation assignments, practiced individually and with partners

Learning materials

Materials will be uploaded to the course Moodle page weekly.

• Shared learning material in Moodle (presentations, articles, videos)
• Library services for data collection (methods and links)
• Models for process planning, implementation and evaluation
• Students' own notes and remarks

Student workload

One study credit = 27 hours
4 credit course = 108 hours
21 hours of contact teaching
87 hours of individual work and group exercises

Content scheduling

Planned content
• What are professional sales skills and techniques?
• How to sell successfully in a b2c and/or b2b setting?
• What kind of digital tools are used in selling?
• How to sell and negotiate in other countries?

Completion alternatives

If a student has extensive sales experience, he/she may earn credits for this course through demonstration of competencies.

Such cases should be discussed with the teachers at the beginning of the course and a formal application should be filed in the CreTa accreditation system.

More information on recognition of prior learning can be found on the Intranet: https://intra.tuni.fi/en/handbook?page=2208.

Practical training and working life cooperation

Guest speakers might be visiting the virtual classes.

International connections

A view of the assessment of European sales competition (ESC)

Further information

On this course students will learn different techniques for improving their professional sales skills. Students will study different approaches to sales situations and negotiations as well as gain understanding of the sales process. Subject theory runs parallel with the implementation of practical training.

After completing the course, the student will be able to:
• Communicate and negotiate in a demanding business environment
• Manage a sales process both in b2c and b2b sales situations
• Understand the role and usage of digital tools in a sales process
• Know how to prepare and handle sales situations across cultures
• Understand the importance of necessary preparation work before contacting prospects
• Fit the offering into the needs of target markets and clients
• Evaluate, choose and use appropriate sales and negotiation techniques in various sales situations
• Measure, analyze and improve personal sales skills

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

The student is able to conduct sales negotiations in different target markets. The student knows basic techniques for understanding customer needs. He/she is somewhat familiar with persuasion techniques used in professional selling. The student can give simple sales presentations. He/she knows how to close sales in some situations. The student is aware of digital tools used in the sales process.

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

The student is able to conduct sales negotiations in both B2B and B2C settings in different target markets. The student can ask questions to understand customer needs. He/she is familiar with persuasion techniques used in professional selling. The student can identify sales prospects. The student can make professional sales presentations and is familiar with the methods of overcoming sales resistance. He/she knows how to close sales, resulting in enduring buyer-seller relationships. The student is familiar with digital tools in the sales process.

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

The student is able to conduct complex sales negotiations in both B2B and B2C settings in domestic and international target markets. The student can ask the right questions to fully understand customer needs. He/she is familiar with different persuasion techniques used in professional selling. The student understands the role of social influence in sales settings and he/she can identify sales prospects. The student can make professional sales presentations and is familiar with various methods of overcoming sales resistance. He/she knows how to close sales, resulting in long-lasting and mutual beneficial buyer-seller relationships. The student is familiar and able to use diverse digital tools in the sales process.