Global Business-to-Business Sales NegotiationsLaajuus (5 cr)

Objective

At the end of the study unit, the student is expected to be able to -  understand the complex nature of international B-to-B negotiations and company behavior -  know the selling process - apply various selling techniques when negotiating with global business-to-business customers  

Content

International negotiations in business-to-business selling and buying processes, organizational buying behavior, characteristics of a profit making sales person, selling skills, managing sales force

Assessment criteria, good (3)

Students are evaluated on their knowledge, skills and attitudes. 1-5