Sales Workshops (5 op)

Arviointiasteikko

H-5

Sisällön jaksotus

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

Tavoitteet

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

Sisältö

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

Aika ja paikka

Fall semester 2018

Oppimateriaalit

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

Opetusmenetelmät

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

Harjoittelu- ja työelämäyhteistyö

Real life cases are utilized

Tenttien ajankohdat ja uusintamahdollisuudet

Turku Sales Competition in March/April

Kansainvälisyys

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

Toteutuksen valinnaiset suoritustavat

ei ole

Opiskelijan ajankäyttö ja kuormitus

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

Lisätiedot

Part of the Sales Semester