Study Guide

Objectives (course unit)

During the course the students familiarize themselves with principles of sales work. They learns about international business. In PRESENTATION they learn the structure and content of a presentation and how to visualize it. They become familiar with sales communication.

PROFESSIONAL SALES 1 cr
After completing the course the students
- can see the importance of sales to the profitability of the company
- know the different stages of the sales process
- are able to analyze and develop their own way of selling.

GOING INTERNATIONAL 1 2 cr
After completing the course the students
- are able to use international delivery terms (Incoterms) and know the contents and requirements of international offers
- know the main international payment methods and key documents in export process
- know how to use INTRASTAT-statistics and customs clearance in foreign trade.

PRESENTATION SKILLS 2 op
After completing the course the students
- are able to utilize different areas of communication skills in their own presentations
- know how to communicate in an effective manner and use diverse arguments
- recognize the special features that characterize sales communication situations and are able to modify their own communication accordingly.

Content (course unit)

PROFESSIONAL SALES
What is solution selling?
What are the different stages of the sales process?
How can a seller improve their sales results?

GOING INTERNATIONAL 1
What are international delivery terms (Incoterms) and how does one use Incoterms in offers?
What are the main international payment methods and key documents in foreign trade?
What are INTRASTAT-statistics and customs clearance and when are they needed?

ESIINTYMISTAITO
What specific areas should be considered while planning one’s own communication and presentations?
How to create an effective presentation?
What are the special features of sales communication?

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

PROFESSIONAL SALES
The student is able to name the various phases of the sales process.
The student is able to analyze simple sales situations.

GOING INTERNATIONAL 1
The student understands the practices of foreign trade sufficiently and is able to define the main terms and concepts of foreign trade.

PRESENTATION SKILLS
The student has completed all required assignments, but the level of analyzing and reflecting communication skills as a larger phenomenon and as personal communication behavior is weak. They do not apply theoretical knowledge about communication into their own communication behavior and significant development of skills cannot be detected.

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

PROFESSIONAL SALES
The student is able to name the various phases of the sales process and knows how to operate in each of them.
The student is able to analyze different sales situations.

GOING INTERNATIONAL 1
The student is able to define and use the foreign trade terms and concepts in offers. They are able to determine, apply and analyze the practices of foreign trade well.

PRESENTATION SKILLS
The student has completed comprehensively all required assignments and is able to analyze the communication behavior of themselves and others by utilizing theoretical knowledge. In individual and group communication situations development is being detected, which expresses the skills of applying knowledge and motivation.

Assessment criteria, excellent (5) (course unit)

PROFESSIONAL SALES
The student is able to name the various phases of the sales process and knows how to operate in each of them.
The student is able to analyze challenging sales situations and make developer suggestions for the seller.

GOING INTERNATIONAL 1
The student has mastered the terms and concepts of foreign trade in an excellent manner. They are able to conduct fluent and reasoned analysis of challenging foreign trade practices.

PRESENTATION SKILLS
The student has completed comprehensively and innovatively all required assignments. They know how to diversely analyze the communication behavior of themselves and others by utilizing theoretical knowledge. In individual and group communication situations, the student’s own communication behavior is well controlled and functional, which expresses the skills of applying knowledge and motivation.

Assessment scale

0-5