Sales Management and Negotiation Skills

Basic studies or understanding of marketing principles.

In the course, students will develop an understanding of basic processes of selling and sales management in business-to-business (B2B) contexts and how to conduct sales practice ethically and responsibly.

By the end of this course students should be able to understand the nature and processes of B2B sales, the role of customer-centric and solution-focused orientations, the application of negotiation practices, and current advances in sales. More specifically:

1. Understand the role of the sales process and sales management in B2B marketing and how the sales environment affects selling and the buyer-seller relationships
2. Apply key concepts of marketing and sales management to decision-making and problems related to sales processes and sales relationships
3. Understand techniques and practices suited for negotiation in B2B sales, by being able to apply them to different sales contexts
4. Apply key success factors and ethical practices in sales to evaluate ways of using new technologies to support current B2B sales and sales management

Additionally, the course develops:

• problem-solving and decision-making (application of knowledge to problems),
• analytical and critical thinking (assessment and interpretation of knowledge),
• ethics, responsibility and sustainability (recognizing and evaluating ethical and responsible action),
• interpersonal and communication skills (group work, negotiation, written and oral expression, English), and
• digital skills (reporting, presentation videos).

Coursebook: Jobber, D., Lancaster, G., & Le Meunier-FitzHugh, K. (2024) Selling and Sales Management. Pearson (or newer edition available in Tritonia); Additionally: Lecture slides and videos, and other materials available in the course page.

Responsible organization: School of Technology and Innovations, University of Vaasa

Requisites for Open University students: 1) Maximum of 5 students can be accepted, 2) Meeting the course prerequisites is mandatory, and 3) Same teaching and assessment methods are applied to all course students.