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International Sales Competence

International Sales Competence

Code: SEL2LZ006
Extent: 6 cr (162 h)
Timing: 5. semester
Language: English
Level: Professional studies
Type: Compulsory

Starting level and linkage with other courses


Learning outcomes

After completing the course, the student will have

  • experience of working in multicultural teams.
  • broader and deeper understanding of culture more than simply differing habits and language.
  • presentation and demonstration skills.
  • critical thinking and writing on challenging and sensitive topics.
  • compilation of a culture-specific training packet aimed at business people.

Course contents

The purpose of this course is to present research and concepts on communicative behavior between members of different cultures and how such knowledge can aid people in their interaction with others to increase effective communication and reduce misconceptions and possible conflicts. Simulation exercises and experiential learning is also another core feature of the course. Through coordinated and balanced multicultural interaction, students expose and are exposed to each other's thinking and behaviors, which forms the basis of concrete learning in this characteristically unconventional area of study. Theoretical approaches to analyzing culture:

  • Communication styles
  • Orientation to time and space
  • Material Culture
  • Identity
  • Environment and History
  • Language
  • Nonverbal behaviors
  • Adaptation
  • Synergy of business (especially sales) and culture.

International dimension

The course consists of students with many different cultural backgrounds (generally 10 - 15 different nationalities), thus offering an ideal environment in which to put intercultural experience and competence into practice.

Teaching and learning methods

4 hrs of weekly lectures, of which experiential activities with reflection form a core pedagogical feature of the course.
The own learning assessment 1h

Teacher(s) responsible

Kevin Gore, Pasila

Course materials

Gore, K. 2007. Networking Cultural Knowledge. Helsinki: WSOY.

The role of sales and service competences in the course

0 = the course does not focus on the competence
1 = the course develops the competence indirectly
2 = the course develops the competence but the competence is not one of the central foci of the course
3 = the course develops the competence as a central focus   

Competence 0 1 2 3
Market prediction   x    
Sales making     x    
Service design     x    
Customer partnership   x      
Creating cooperation   x      
Digital knowhow       x  
Multicultural knowhow         x



Assessment components and their respective weights

Attendance 30%
Assignments 40%
Project 10%
Exam 20%
The own learning assessment assignment does not impact your grade. The assignment is the same for all courses/modules and your answers will be used also for course/module development. The assignment is completed on an E-form.