Opinto-opas
2003
Study guide
2003
Opinto-opas · Laurea – opinto-opas 2003–2004
10.1.12.8 HB6106 Sales Negotiations 2 CR 3 ECTS Credits
Study guide · Laurea – Study Guide 2003–2004
10.1.12.8 HB6106 Sales Negotiations 2 CR 3 ECTS Credits
Laurea – Study Guide 2003–2004
10.1.12.8 HB6106 Sales Negotiations 2 CR 3 ECTS Credits
Objectives
The student will be familiar with factors contributing to successful sales in international context and will develop skills in sales negotiations. The student will be familiar with the multicultural negotiation process and negotiation strategies and will be able to develop his/her personal negotiating style.
Content
Planning International B-to-B Negotiations / Managing the Negotiating Process (opening, signals, argumentation, negotiation, closing sales) / Post Sales Work / Consultative Selling
Semester
Term 2