13.1.10.8 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