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Expert Sales and Negotiation Sklls (15 cr)

Code: KH00BG83-3004

General information


Enrollment

04.12.2021 - 02.01.2022

Timing

03.01.2022 - 13.06.2022

Number of ECTS credits allocated

5 - 15

Mode of delivery

Contact teaching

Campus

Lemminkäisenkatu

Teaching languages

  • Finnish

Seats

0 - 60

Degree programmes

  • Degree Programme in Business

Teachers

  • Marita Nummi-Wikström
  • Arto Manninen
  • Kari Juhala

Groups

  • PLIITS20ba
    PLIITS20ba

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