Sales and Negotiation Skills (5 ECTS)
Code: LX00ET71-3001
General information
- Enrollment
- 12.01.2022 - 13.01.2022
- Registration for the implementation has ended.
- Timing
- 17.01.2022 - 15.05.2022
- Implementation has ended.
- Number of ECTS credits allocated
- 5 ECTS
- Mode of delivery
- On-campus
- Unit
- (2019-2024) School of Business
- Campus
- Leiritie 1
- Teaching languages
- English
- Seats
- 20 - 35
- Degree programmes
- Degree Programme in International Business and Logistics
- Degree Programme in European Business Administration
Objective
By the end of the course, students will
• have improved their communication competence in sales and negotiation situations both verbally and in writing.
• be able to give a convincing sales presentation.
• be able to craft persuasive messages.
• be able to participate effectively in negotiation situations.
Content
This course builds on the skills and competencies acquired in year 1 with emphasis on sales and negotiation in international business and logistics contexts. By participating in seminars, workshops and simulations, students develop practical skills.
Materials
Course material provided by the lecturer
Teaching methods
Negotiation cases in pairs and groups
Group Project on International negotiations
Group Project on Sales
Employer connections
N/A
Exam schedules
N/A
International connections
N/A
Evaluation scale
0-5
Assessment criteria, satisfactory (1)
Sufficient performance:
showing just enough understanding of the subject to merit a pass grade but requiring greater effort to achieve a more satisfactory result
Assessment criteria, good (3)
Good performance:
showing strong understanding of basic concepts and good grasp of techniques, but with certain minor problems still requiring further attention
Assessment criteria, excellent (5)
Excellent performance:
not only fulfils all standard requirements but demonstrates originality and imagination
Assessment criteria, approved/failed
Sufficient performance:
showing just enough understanding of the subject to merit a pass grade but requiring greater effort to achieve a more satisfactory result
Assessment methods and criteria
Participation in negotiation cases 35 %
Group Project on International Negotiations 25 %
Group Project on Sales 20 %
Class engagement 20 %
Qualifications
1. year language and communication studies
Further information
Tuition in English
Further information
Tuition in English
Execution methods
Pair and group work, simulations, seminars, individual work
Accomplishment methods
Sales pitches, cases, individual and pair work 35 p
Group project on sales 15 p
Participation in negotiation cases 35 p
Group Project on International Negotiations 15 p