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 business negotiation.
- communicate in English in negotiations.
- adapt the presentation or negotiation 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 successful business negotiation?
How do you consider your target group and customer's needs in business communication?

Prerequisites (course unit)

Previous modules completed or equivalent knowledge.

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

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

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

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

Assessment criteria, excellent (5) (course unit)

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

Assessment criteria, pass/fail (course unit)

The student is not able to give a business presentation or carry out a negotiation in English. The student does not know how to modify their communication style according to the cultural context.

Location and time

1st Sep - Mänttä
21 Sep - Teams
5 Oct - Teams
26 Oct - Tampere, Kuntokatu
9 Nov - Teams
30 Nov - Teams
15 Dec - Mänttä

Exam schedules

There is no exam but you will have to give a sales pitch on the 15th of December.

Assessment methods and criteria

Evaluation is based on successful completion of given assignments and sufficient presence on the course.

You have to take part in spoken exercises and give a sales pitch. Failing to submit general assignments on time might affect your grade.

You have to be present in at least five classes, and at least two of them must be in on-campus classes. In other words, you can only miss one on-campus class in Tampere or Mänttä.

Assessment scale

0-5

Teaching methods

This course focuses on spoken communication.
*online meetings on Teams as well as on-campus classes in Tampere or Mänttä
*studying individually, in pairs or in groups
*blended teaching

Learning materials

All materials can be found on Moodle page.

Student workload

Classes 7 x 2 hours = 15 hours
Independent work: homework after each class, completing assignments and getting ready for discussions.

Content scheduling

1st period: negotiating, argumenting, nonverbal communication
2nd period: presentation practice, sales pitching, intercultural communication

Completion alternatives

Business-related work experience in English
English proficiency on level C.1. (CEFR)

If you have prior university studies, you may be entitled to a credit transfer. For more information: https://intra.tuni.fi/fi/opiskelu/opiskelu-0/kieliopinnot

Classes cannot be compensated with assignments.

Practical training and working life cooperation

None

International connections

None.

Further information

Have a working camera on your computer!

Assessment criteria - fail (0) (Not in use, Look at the Assessment criteria above)

The student is not able to give a business presentation or carry out a negotiation in English. The student does not know how to modify their communication style according to the cultural context.

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

The student
- performs the required assessments.
- recognizes the main elements that influence business presentations and negotiation skills.
- recognizes the existing challenges in business communication.
- speaks and writes in a comprehensible manner with several inaccuracies that might hinder communication
- pronounces mostly in a comprehensible manner
- uses very simple grammatical structures

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

The student
- performs the required assessments.
- knows the main elements that influence business presentations and negotiation skills.
- recognizes the elements and significance of intercultural communication in business communication.
- speaks and writes quite fluently with a few inaccuracies
- pronounces mostly in a comprehensible manner
- uses diverse grammatical structures

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

The student
- performs the required assessments.
- knows and adapts the main elements that influence business presentations and negotiation skills.
- modifies their communication style according to the existing context and takes cultural features into consideration.
- speaks and writes fluently with only minor errors in grammar or expressions
- pronounces in a comprehensible manner
- uses diverse and rich language with impeccable grammar