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LI19SP Bachelor Degree Programme in International Business

Course Description

Code4 LIX1000
NameSales Process and Tools
Credits5 ects
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).
MethodsLectures, exercises. Sales negotiations in groups and company sales pitch.
Grading Scale0 - 5
Course materialThe material is given at the beginning of the course.
PrerequisitesSales Skills
Other Considerations
Göker Özerk

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We reserve the right to make changes to the curriculum due to the need to update the content being studied.

Savonia UAS

Savonia is one of Finland's biggest and most versatile universities of applied sciences. Our campuses are situated in Kuopio, Iisalmi and Varkaus. There are almost 6000 students and 600 employees at Savonia. In education we implement Open Innovation Space (OIS), where we combine learning, development, research, and teaching.