Expert Sales and Negotiation Sklls (15 cr)
Code: KH00BG83-3007
General information
Enrollment
02.12.2024 - 01.10.2025
Timing
01.01.2025 - 19.12.2025
Number of ECTS credits allocated
5 - 15
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- Finnish
Degree programmes
- Degree Programme in Business
Teachers
- Päivi Killström
- Janne Granfors
Groups
-
PLIITS23BA
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