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
-
PLIITS20baPLIITS20ba
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