Study Guide

Objectives (course unit)

The course aims to provide basic modern sales skills in an international business context.

After completing the course, the student will be able to:
• know sales processes.
• lead sales operations.
• negotiate appropriately in different sales situations.

Content (course unit)

The contents include the followings:
• What are the main sales processes?
• How to lead the sales operations?
• What are basic negotiation skills?

Prerequisites (course unit)

None

Further information (course unit)

Implemenation plan.

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

Satisfactory 1-2
The student recognizes sales processes and understands the importance of sales management in business. He knows the customer's needs and negotiation techniques. He participates in sales situations.

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

Good 3-4
The student structures sales processes and goals in the customer interface. He understands the importance of goal-oriented sales management. He uses negotiation skills in a customer-oriented manner. He works actively in sales situations and knows how to report the results professionally.

Assessment criteria, excellent (5) (course unit)

Exemplary 5
The student is able to analyze sales processes and goals from the perspective of sales management and performance. He utilizes negotiation skills in a goal-oriented manner. He evaluates sales performance and customer interaction in customer relations management. The student takes committed responsibility for his own and the group's skills in sales and reporting interfaces.

Location and time

As listed in Pakki

Exam schedules

N/A

Assessment scale

0-5

Teaching methods

- Lectures
- Flipped class sessions
- Inquiry-based learning
- Collaborative learning
- Roleplay exercises
- Practical exercises (off-campus)

Learning materials

- Presentation material
- Articles and case studies
- Videos
- Guest speaker presentation

Student workload

Students are expected to:
- Attend sessions
- Participate in group discussions and activities
- Prepare and participate in the assigned sales activities

Content scheduling

Themes will be discussed in the first lesson.

- What is a sales process and how to apply it in practice?
- Which factors affect successful sales negotiation?
- What are the differences between b-to-c and b-to-b sales?
- Understanding inbound customer relationships and promoting the value proposition as part of sales - sales promotion "technology industry".
- How to listen to the customer and ask good questions?
- How to show empathy and address difficult situations in a customer-oriented way?
- How to plan and organize a sales event?

Completion alternatives

N/A

Practical training and working life cooperation

- Practice in setting up and working in a trade fair
- Negotiations with other virtual firms

International connections

N/A

Further information

N/A