Sales and Negotiation Skills (5 cr)

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.

Location and time

Fridays at 11 - 13.30
Myyrmäki campus
Classroom MMA210

Materials

Course material provided by the lecturer

Teaching methods

Interactive lecture
Videos
Negotiation cases in pairs and groups
Group Project and executive summary on International negotiations
Sales Pitch in pairs

Employer connections

N/A

Exam schedules

Additional negotiation cases on the last lesson of the course if needed.

International connections

N/A

Completion alternatives

Prior learning by studies or work experience

Student workload

Students’ workload:
1 ECTS = 27 h / 5 ECTS X 27 h = 135 h
Contact lessons 13 X 3 h = 39 h
Individual assignments, preparing for contact lessons 13 h
Project work in groups 46 h
Writing an executive summary 3 h
Sales pitch, preparation in pairs 34 h

Content scheduling

N/A

Further information

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 MAX 35 points
Group Project and executive summary on International Negotiations MAX 25 points
Sales Pitch in pairs MAX 20 points
Class engagement MAX 20 points

Qualifications

1. year language and communication studies

Further information

Tuition in English