Consultative Sales and NegotiationsLaajuus (5 cr)

Learning objectives

After having completed this course or attained an equivalent competence level, the student can:
• Conduct successful international sales negotiations in a consultative manner
• Create strategic partnerships
• Make use of relevant tools to support the sales process
• Lead the sales team to success

Assessment criteria - grade 1

The stuent knows the principles of consultative sales negotiations in an international environment and can list the various processes. The student is able to act as a member of a sales team. His/her use of theory, methods and specific terminology is on a basic level. With support, s/he is able to create strategic partnerships. The student is able to make use of some tools to support the sales process..

Assessment criteria - grade 3

The student is able to plan and implement sales negotiations in an international environment. The student is able to lead a sales team. His/her use of theory, methods and specific terminology is rather accurate. S/he is able to create strategic partnerships. The student is able to make use of
relevant tools to support the sales process. In a team, the student is able to operate and provide value to the team.

Assessment criteria - grade 5

The student has a professional command of planning and implementing sales negotiations in an international environment. The student skilfully leads a sales team. His/her use of theory, methods and specific terminology is excellent. S/he is able to create valuable strategic partnerships. The student professionally makes use of relevant tools to support the sales
process. In a team, the student is self driven, provides value to the whole team and has a positive impact on the learning of other students.