International 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 negotiations and company behavior -  know the selling process -  identify key cultural and other contextual influences that affect the process and outcome of international negotiations

Content

International negotiations as a business function for creating and maintaining successful business relationships, 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