Opinto-opas
2005
Study guide
2005
Opinto-opas · Laurea – opinto-opas 2005–2006
10.1.10.8 HB6106 Sales Negotiations (3 ECTS Credits)
Study guide · Laurea – Study Guide 2005–2006
10.1.10.8 HB6106 Sales Negotiations (3 ECTS Credits)
Laurea – Study Guide 2005–2006
10.1.10.8 HB6106 Sales Negotiations (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
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