International Sales Negotiations (5 cr)
Code: HTLI2013-7K0B1
General information
- Timing
-
01.01.2017 - 31.07.2017
Implementation has ended.
- Number of ECTS credits allocated
- 5 cr
- Local portion
- 5 cr
- Mode of delivery
- Face-to-face
- Unit
- School of Business
- Teaching languages
- English
- Degree programmes
- Bachelor's Degree Programme in Business Management
Evaluation scale
0-5
Objective
The student gains a basic understanding of sales processes, methods and the sales pipeline while developing sales skills and techniques. The student recognizes the role of culture in negotiations and can demonstrate the use of diplomatic and persuasive communication techniques in negotiations.
Content
Sales processes, skills and techniques. Intercultural approaches and communication techniques in negotiation.
Materials
The material will be provided by the lecturers.
Completion alternatives
Foundations of sales unit 40%, International negotiation communication 40%, Active attendance 20%
Student workload
Lectures (30 h.), readings (20 h.), self-study tasks (35 h.), major tasks completion (50 hours).
Assessment criteria, satisfactory (1)
Assessment will be based on written tasks for course units and active attendance.
Qualifications
-
Further information
Questions can be directed to the course lecturers.