International Sales Negotiations (A9201), 5 cr

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Implementation plan Finished



 Study unit                            International Sales Negotiations (A9201), 5.0
 Implementation                        CCA1611: 1/2016-2017 (20.09.2016 - 29.11.2016)
 Type                                  DEVELOPING INTERNATIONAL BUSINESS FOR SME'S (A839)
 Groups                                Primary: CCA16SY Others :
 Involved in the project
 Lecturers                             Guest lecturer - Shania Shin
 Number of participants                Minimum: Maximum:
 Enrolment period                      16.05.2016 08:00 - 31.05.2016
 Main timing for implementation        On working days during daytime
 Applicabililty                        For exchange students: Yes For elective studies: Yes Open UAS student:
                                       Yes Suitable for virtual UAS: No

 Teachers                              Aldrete Milton (Teacher in charge)
 Campus                                Laurea Leppävaara
 Main location for implementation      At the campus
 Implementation method                 Optima realization/student group Language: English Virtuality: 0 cr Integration of
                                       R&D: 0 cr
 Implementation class                  LbD supporting knowledge and skills development
 Focus areas
 Evaluation at the latest              23.01.2017 Storing of graded material ends.: 23.12.2017
 Exam days                             Real: 29.11.2016

 Having completed the study unit the
 student is able to
                                       The student is able to:
                                       ●      identify cultural and ethical issues related to sales negotiation and develop plans
                                              to respond to them
                                       ●      describe and demonstrate how a salesperson should a) prepare for cross-cultural
                                              sales negotiations and b) adjust his/her behavior in a sales negotiation to respect
                                              and respond to the cultural background of the negotiation partners

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