The student performs the required assessments. The student recognizes the main elements that influence sales presentations and negotiation skills. The student recognizes the existing challenges in sales communication.
The student performs the required assessments. The student knows the main elements that influence sales presentations and negotiation skills. The student recognizes the elements and significance of intercultural communication in sales communication.
The student performs the required assessments. The student knows and adapt the main elements that influence sales presentations and negotiation skills. The student modifies their communication style according to the existing context and takes cultural features into consideration
Materials in Moodle
Contact teaching, online teaching, presentations, discussions, pair and group work, individual and collaborative online activities, independent study
The assessment is based on completion of the following written and oral tasks and activities:
• Presentation on cultural differences in sales negotiations (group task; group grade: pass/fail)
• Pitching presentation (individual task; individual grade: 0-5)
• Documentation pertaining to sales situations and negotiation process (group task; group grade: 0-5)
• Negotiation video (group task; individual grade: 0-5)
Overall participation in the course such as engagement with the course material, participation in discussions and completion of weekly/biweekly assignments is also taken into consideration when determining the final grade.
23.08.2021 - 31.12.2021
09.06.2021 - 31.08.2021
15 - 30
Students are expected to attend contact sessions (see Time and location) as well as complete weekly/biweekly assignments in Moodle.
If the student has completed corresponding studies at another university or university of applied sciences, the student may apply for credit transfer through Hyvähot system.
Students who have extensive international work experience may complete the course through demonstration of competencies.
Such cases have to be discussed with the course teacher at the beginning of the course, and the student may be required to complete additional assignments to demonstrate their knowledge and skills.
There is no exam in this course, but students are expected to complete all the mandatory tasks (see Methods and grounds for evaluation).
Total course – 5 cr x 27 h = 135 study hours incl.:
• contact lessons – 5 x 3 h = 15 h
• group work and independent study – 120 h
• Oral skills (presentations, negotiations, meetings, social interaction)
• Writing skills (offer letters, quotations, transactional documentation)
• Cultural differences and other considerations factors the negotiation process