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

Osaamistavoitteet

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

Sisältö

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

Arviointikriteerit, hyvä (3)

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