Student understands relevance of good sales work for customers and companies. Student understands meaning of social and interaction skills for sales work. Student can come across with different types of customers. Student can argue with his customer and guide sales negotiations towards win-win situation. Core content includes an introduction to personal selling in B-2-B environment, customer oriented selling, negotiation steps and techniques in selling, sales negotiations in practice, qualifications of a sales person in international B-2-B selling. Lectures and exercises ~50 h. Individual & group work (readings and written assignments) ~80 h. On average, the total sum of student workload is 133 h.
The Power of Selling (available as e-book). Required reading chapters will be announced during the opening lecture of the course.
Wärtsilä Campus Karjalankatu 3
10.01.2022 - 31.03.2022
01.10.2021 - 31.10.2021
Book exam, individual assignments and a group work.
20 - 50
Degree Programme in International Business