International Sales (5 cr)
Code: TE00BU16-3001
General information
- Enrollment
- 01.06.2020 - 25.09.2020
- Registration for the implementation has ended.
- Timing
- 15.09.2020 - 18.12.2020
- Implementation has ended.
- Number of ECTS credits allocated
- 5 cr
- Local portion
- 5 cr
- Mode of delivery
- Contact learning
- Unit
- Engineering and Business
- Campus
- Kupittaa Campus
- Teaching languages
- Finnish
- English
- Seats
- 10 - 30
Evaluation scale
H-5
Content scheduling
International, global business environment.
Code of conduct and ethics.
Meeting with people representing different cultures and ethics - how to be prepared?
Be aware what is outside of Finland - use of internet, google and YouTube!
What can you expect to face when it is odd and unknown to you?
Be prepared to negotiate everything - how to prepare - what needs to be assessed and thought?
Concessions, minimum QQCT, Basic principles of agreeing on paper. Verbal agreements are nonexisting!
Objective
After completing the course, students
* Know international sales' specialities
* Recognize different sales cultures
* Can act in international business environments
Content
Special Issues of global sales
Business environments in different cultures
Materials
Daniel Goleman, Tunneäly työelämässä (kolmas painos 2001), Otava
Simon Sinek: valikoima YouTube videoita.
Jobber & Lancaster: Selling and Sales Management (Pearson)
The New Strategic Selling: Miller & Heiman. 3rd Edition
Selling, Building Partnerships: Castleberry & Tanner. McCrawHill Education 9th Edition 2014
Teaching methods
Lectures.
Materials to read, watch and write.
Personal and interpersonal working: prepare = collect data, analyse it, plan based on the knowledge, action, analyse again, correct, plan, action (PDCA)
Presentation skills, alone and as a Group: who is the audience, what should we say, in which order and how in order to have an impact in the limbic system of human brain?
Exam schedules
Katsotaan yhdessä kun kurssi etenee.
Pedagogic approaches and sustainable development
Kuuntelu, katselu, kirjoittaminen, esittäminen, tiimityöskentely, neuvottelu.
Completion alternatives
Ei ole. Suunnitelkaa ajankäyttönne niin, että voitte olla läsnä luennoilla ja tiimitapaamisissa.
Student workload
Läsnäolo luennoilla (8x2h, jonka lisäksi valmistautuminen luentoon, analyysi ja purku - mitä opin?
Yksilötehtävien suorittaminen.
Aktiivinen osallistuminen tiimityöskentelyyn
Suoritus on 5 opintopisteen (ECT credits) arvoinen. Opintopisteen ajatellaan vastaavan runsaan 20 tunnin työskentelyä. Tämä on hyvin aihe ja yksilöherkkä arvio.
Further information
Harrilla on keskiössä Aasia. Jouko kertoo Euroopasta, Lähi-idästä, Amerikoista ja Afrikastakin.