Expert Sales and Negotiation Sklls (15 cr)
Code: KH00BG83-3005
General information
Enrollment
06.12.2022 - 31.01.2023
Timing
05.01.2023 - 15.12.2023
Number of ECTS credits allocated
5 - 15
Mode of delivery
Contact teaching
Campus
Lemminkäisenkatu
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Business
Teachers
- Maria Välivirta Havia
- Päivi Killström
- Leena Lemola
Groups
-
PLIITS21baPLIITS21ba
Objective
The student:
- knows how to sell products and services according to customers´needs
- recognizes and implements the stages of sales process
- knows the special characteristics of b-to-b-sales
- takes the customer and his/her business into consideration in the sales negotiations and pursues long lasting customer relationships
Content
Knowledge and implementation of sales process theory, draft and implementation of sales plan
Understanding of b-to-b sales and customer relations development
Importance of dialogue in sales negotiations
Evaluation scale
H-5