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 schedule on Pakki. Five on-campus meetings in room B3-27.

Exam schedules

There is no exam but you will give a sales pitch on the 14th 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.

Assessment scale

0-5

Teaching methods

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

Learning materials

All materials can be found on Moodle page.

Student workload

12 x 2 hours or contact teaching = 24 hours
Independent work at home.

Content scheduling

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

Completion alternatives

No alternative ways to complete the course. 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!

There is an attendance policy of 80% i.e. you have to attend at least nine classes and at least three of them must be on-campus classes.

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.
- does not know how to modify their communication style according to the cultural context.
- does not attend enough classes
- does not complete required assignments in time

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 on time.
- 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