Sales and Negotiation Skills (5 ECTS)

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.

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

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