B2B Sales and Negotiations (5 cr)
Code: 3011547-3002
General information
Enrollment
04.08.2018 - 02.09.2018
Timing
03.09.2018 - 31.07.2019
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Salo IoT Campus
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Business
Teachers
- Taru Kankaanpää
- Timo Linnossuo
Groups
-
PLIISS17BA
Objective
Student can sell products and services in a customer-oriented way. Student knows the difference of demand and indirect demand in sales situations. Student acknowledges the meaning of sales steps and can prepare for a sales negotiation. Student is aware of the specific features of B2B and can consider the cusotomer's business and develop his/her own action to support long-lasting partnerships.
Content
- making and implementing negotiation and sales plans
- customer contacting and developing partnerhips
- sales process
- customer understanding and networks
Evaluation scale
H-5