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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