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Basis of Education Competence Standards Structure of Studies Development of Expertise Methods and implementation Course Table

LI21SP Bachelor Degree Programme in International Business

Course Description

Code4 LIX1000
NameSales Process and Tools
Credits5 cr
Credits in Foreign Language5 cr
ObjectivesStudents understand the components and stages of the sales process and customers’ purchase process. They deepen their skills and knowledge of customer relationship management as a system and its role to support the sales process. Students learn to manage their customer base. They learn to use various sales and negotiations techniques to close a deal.
ContentBuying process vs sales process
CRM in support of sales process/Different sales tools
Different roles in sales
Time management in sales
Sales techniques
Sales negotiations: negotiation steps and negotiation skills
RequirementsAssignments (individual and group assignment).
Grading Scale0 - 5
Course materialThe material is given at the beginning of the course.
PrerequisitesSales Skills
Other considerations
ContactGöker Özerk

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