Sales Management and Business Negotiations (SBUEK_236)
About Study Course
Objective
This study course aims for development of students` understanding of sales management in companies, as well as understanding of main concepts and strategies rooted in business negotiation theory. Moreover, the course is focused on the development of sales and negotiation skills to succeed in reaching business goals. Students will be introduced to phases of the sales process and business negotiation process, expected results and factors influencing them. By getting acquainted with the main challenges of sales and business negotiation from entrepreneurial perspective, students will gain insight in sales management and business negotiation management. To achieve the aim of the course, the course content is designed based on a multidisciplinary approach that includes management, business, law, and psychology perspectives on sales and business negotiation.
Prerequisites
Not required.
Learning outcomes
Understanding of sales management in companies, as well as main concepts and strategies rooted in the negotiation theory. Knowledge of the stages of the sales and business negotiation process, expected results and factors affecting results. Ability to constantly evaluate the rationale for ethical issues in sales and business negotiations. Understanding of the psychological aspects of sales and negotiation, as well as persuasion and argumentation.
Planning and organizing the sales function in a company, finding out customer needs and building relationships in sales, preparing and presenting a sales offer. Will be able to plan of business negotiations, strategy development, including setting goals, identification of interests, identification of alternatives, setting agenda. Conducting business negotiations, creating discussions, overcoming impasses. Managing emotions in business negotiations, building trust in business negotiations. Closing the deal, fixing the results. Developing a habit of self-reflection for further improvement of negotiation skills.
Able to effectively represent one's (or the company's) interests, including determining the value and benefits of the product/service. Able to navigate the phases of the business negotiation process and lead negotiations. Able to focus on one's (company's) interests in business negotiations.
