Sales and Negotiation SkillsLaajuus (5 cr)
Code: KH00BN24
Credits
5 op
Objective
Having completed the course the student
• knows how to prepare for a sales negotiation
• recognises and uses different negotiation techniques in different roles in different sales negotiations
• recognises different interaction styles and can justify arguments based on them
• recognises the customer value and communicates it to the customer
• manages the whole sales negotiation process
• is aware of different practices in customer retention
Content
• Preparing for a sales negotiation
• Stages of a sales negotiation and managing the process
• Adaptive customer encounters
• Negotiation techniques and roles
• Need assessment techniques
• Customer engagement and closing the deal
• Sales follow up
• Tutoring
Enrollment
01.12.2022 - 31.01.2023
Timing
02.01.2023 - 12.05.2023
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Campus
Salo IoT Campus
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Business
Teachers
- Taru Kankaanpää
Groups
-
PLIISS21
Objective
Having completed the course the student
• knows how to prepare for a sales negotiation
• recognises and uses different negotiation techniques in different roles in different sales negotiations
• recognises different interaction styles and can justify arguments based on them
• recognises the customer value and communicates it to the customer
• manages the whole sales negotiation process
• is aware of different practices in customer retention
Content
• Preparing for a sales negotiation
• Stages of a sales negotiation and managing the process
• Adaptive customer encounters
• Negotiation techniques and roles
• Need assessment techniques
• Customer engagement and closing the deal
• Sales follow up
• Tutoring
Evaluation scale
H-5
Enrollment
02.12.2021 - 28.01.2022
Timing
10.01.2022 - 13.05.2022
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Campus
Salo IoT Campus
Teaching languages
- Finnish
Seats
0 - 35
Degree programmes
- Degree Programme in Business
Teachers
- Taru Kankaanpää
Groups
-
PLIISS20
Objective
Having completed the course the student
• knows how to prepare for a sales negotiation
• recognises and uses different negotiation techniques in different roles in different sales negotiations
• recognises different interaction styles and can justify arguments based on them
• recognises the customer value and communicates it to the customer
• manages the whole sales negotiation process
• is aware of different practices in customer retention
Content
• Preparing for a sales negotiation
• Stages of a sales negotiation and managing the process
• Adaptive customer encounters
• Negotiation techniques and roles
• Need assessment techniques
• Customer engagement and closing the deal
• Sales follow up
• Tutoring
Evaluation scale
H-5