International selling (5 op)

Tavoitteet

You are able to?
distinguish the various phases of the selling process?in b-to-b setting?
apply various selling techniques in sales negotiations??
negotiate successfully with an international customer?
determine the appropriate models, methods, digital tools and techniques, in sales and sales planning?
negotiate in selected countries

Sisältö

What is international selling?
How is organisational buying behavior explained?
What kind of sales process and technological applications exit in international selling?
What personal selling skills are required and how can they be developed?
How to sell in selected countries?

Opiskelumateriaali

Oppimateriaali Learnissa

Opiskelumuodot ja -menetelmät

Työviikkopohjainen opintoväylä:
Aktiivinen osallistuminen lähiopetukseen, oppimistehtävät ja tentit.

Yksilöllinen opintoja nopeuttava opintoväylä:
Oppimateriaalin tenttiminen.

Työhön integroitu opintoväylä:
Ei työhön integroitua opintoväylämahdollisuutta.

Toteutuksen osien kuvaus

Personal selling skills - the characteristics of effective sales professionals
Key responsibilities and tasks of salesperson
The role of selling in marketing
B2B vs B2C selling - consumer vs organizational buying behavior
Sales contracts and legal remedies
The selling process
Selling tactics - upselling/cross-selling
The buying process & buyer behavior in international context
Negotiation - basic terms and techniques
Sales negotiations role play scenarios and simulations
The Strategic/Consultative selling model; the consultative sales approach

Arviointiasteikko

1-5

Arviointimenetelmät ja arvioinnin perusteet

Attendance and active participation, course assignment and presentation

Esitietovaatimukset

Customer oriented marketing 5 ECTS credits
Customer insight and customer service 5 ECTS credits