Sales Workshops (5 cr)

Evaluation scale

H-5

Content scheduling

Practice of Sales Skillsets in real or simulated customer interactions to develop sales competences

Objective

Students active listening, sales, presentation, project management, debating and negotiation skills will develop.
After the study unit student can:
- handle objections
- handle negotiations
- master all steps of sales and salesproject/management processes 

Content

Practice of skillsets in real or simulated customer transactions to develop sales competences
Case studies, role-plays, presentations, exercises, project work and possibly sales competition

Location and time

Fall semester 2018

Materials

Weitz, B. A., Castleberry S.B., Tanner Jr., J.F.: Selling, building partnerships, McGraw-Hill Irwing,7th edition
Sjodin, T. (2006), New Sales Sales Speak: 9 biggest Sale Presentation Mistakes and how to avoid them
International
Sales Training Student Fieldbook (ESC)
Articles, www pages and other material

Teaching methods

Case studies, role-plays, exercises, projects and sales competition

Employer connections

Real life cases are utilized

Exam schedules

Turku Sales Competition in March/April

International connections

Case studies, role-plays, Project work, presentations, exercises and sales competitions

Completion alternatives

No alternative

Student workload

Workshops and lectures 36 hours, project work 52, preparation for sales competitions and interaction in Turku Sales Competition 47 hours

Further information

Part of the Sales Semester