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Sales presentations and negotiation

Sales presentations and negotiation

Code: ENG2LZ002
Extent: 3 cr (81h)
Timing: 3rd semester 
Language: English
Level: Professional studies
Type: Compulsory

Starting level and linkage with other courses

To be taken in the same semester as Affärssvenska II (SWE1LZ001B)

Learning outcomes

After completing the course, the student will have:

  • Increased confidence to present orally
  • Improved ability to speak with effectiveness and persuasion
  • Clear guidelines to improve PowerPoint presentations and structure speeches for various occasions
  • Practice in the language and sequencing of a life-like negotiation
  • Opportunities to creatively implement ideas for selling in a competitive format focusing on oral skills.

Course contents

The purpose of this course is to practice and refine one's skills in public speaking in addition to incorporating elements of persuasion. Central themes covered in the course are as follows:

  • Social intelligence
  • Persuasive speaking
  • How to write and use a speech outline
  • Language and format of a negotiation
  • Mock negotiation
  • Oral sales competition.

Cooperation with the business community or other organizations

Not applicable in general, but guest lecturers from time to time.

Teaching and learning methods

Strong focus on public speaking, individual and group presentations, debate and speech competition. Highly interactive with attendance and participation having a large impact on one's learning.
The own learning assessment 1h

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          
Digital knowhow       x  
Multicultural knowhow       x  



Teacher(s) responsible

Kevin Gore

Course materials

Dale, P. & Wolf, J. C. 2006. Speech Communication Made Simple. 3rd ed. Pearson Longman: White Plains, NY

Assessment components and their respective weights

Attendance 30%
Assignments (individual) 35%
Assignments (team) 15%
Oral exam 20%

The assessment of one's own learning does not influce 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 E-form.