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Technical sellingLaajuus (5 ECTS)

Course unit code: TU00CO12

General information

Credits: 5 ECTS

Objective

The students understands the flow of the selling process and can adapt it to the situation from the perspectives of the seller and sales management. The students understands how an impressive behaviour is built in selling situations and especially in negotiations also taking into account the influence of the international context. The student understands the decision making processes in activities between organizations.

Content

Selling skills in industrial context
Decision making processes
English as working language in industrial selling

Assessment criteria, satisfactory (1)

Students have achieved the course objectives fairly. Students will be able to identify, define and use the course subject area’s concepts and models. The student understands the criteria and principles of the expertise development.

Assessment criteria, good (3)

Students have achieved the course objectives well, even though the knowledge and skills need improvement on some areas. Students are able to define the course concepts and models and are able to justify the analysis. The student is able to apply their knowledge in leisure, study and work situations. The student understands the importance of expertise in the field of business and is able to analyze his/her own expertise.

Assessment criteria, excellent (5)

Students have achieved the objectives of the course with excellent marks. Students master commendably the course subject area’s concepts and models. Students are able to make justified and fluent analysis and to present concrete development measures. The students are well prepared to apply their knowledge in leisure, study and work situations. Students are able to analyze the business sector expertise and the evolvement of their own expertise.