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International Service Selling and Sales Management

International Service Selling and Sales Management

Code: MAR4LH016
Extent: 3 ECTS (81 h)
Timing: Semester 4 - 6
Language: English
Level: Professional Specialisation Studies

The student has successfully completed the Basic and Joint Professional Studies. The course is part of the Palveluliiketoiminta -module.

Learning Outcomes:

Upon successful completion of the course, the student

  • has the skills to apply various selling techniques in sales negotiations in service selling
  • knows the service sales management process in the international markets
  • is aware of the methods needed in leading an international sales team

Course Content:

  • Selling services in the international markets
  • Service selling methods and techniques step by step
  • Selecting sales strategies
  • Sales planning and forecasting
  • Organizing sales and recruiting sales people
  • Sales control

Teaching and Learning Methods:

Lectures 28 hours
Independent and project work 52 h
The assessment of one's own learning 1 h

Contact Teacher:

Seija Bergström

Learning materials:

Cron, L. W. & DeCarlo, T.E. 2010. Sales Management: concepts and cases. 10th ed. Willey
Jobber D. & Lancaster G. 2009. Selling and Sales Management. 8th ed. or newer. Prentice-Hall

Assessment Criteria:

Students' performance is graded on the following scale:Excellent (5), Very good (4), Good (3), Satisfactory (2), Fair (1), Fail (0). The assessment criteria is presented on scale 1 to 3.


1 (40% of objectives)

3 (70% of objectives)

5 (90% of objectives)


Student knows partly the basics of service selling and service selling management

Student knows the basics of service selling and service selling management.

Student knows well the basics of service selling and management


Student is able to apply sales process in simple selling situations.

Student is capable to some extent to sell services as an effective team member and also independently.

Student is capable to sell services very demanding situations as an effective team member and also independently.


Student participates the teamwork but is a passive member. Own initiative mostly missing.

Student Participates the teamwork well and makes some own initiative, as well.

Student participates actively the teamwork. Positive attitude, keeps the group going and respects dead lines.

Assessment components and their respective weights

Projectwork 50%
Exam 50%
The assessment of one’s own learning does not influence the grade. The assignment is the same for all courses/modules and the answers will also be used for course/module development. The assignment is completed on an electronic form.