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Establishment
Language of instruction
English
Teaching content
NEGOTIATION
This course occurs in the following program(s)
Bachelor in International Business
- Crédits ECTS: 3.00
Training officer(s)
C.REFFET
Stakeholder(s)
C.REFFET
Présentation
Prerequisite
This course is intended for beginners. Though, all students are expected to show interest, curiosity and motivation to learn about this topic.
Goal
At the end of the course, the student should be able to be operational and efficient and act ethically in any selling situation in an international and intercultural environment.
Presentation
In line with the professional orientation of the Bachelor in international Business, the students will develop their knowledge and skills in the selling field thanks to a practical approach including exercises, case studies and role plays involving various types of customers and business situations.
The topics covered will give the students the necessary theoretical knowledge to understand the sales process and its phases, the different sales techniques, the alternative Personal Selling approaches, trust and sales ethics, etc.
The course will help students understand how to build long¬term and trusting relationships with their customers.
The topics covered will give the students the necessary theoretical knowledge to understand the sales process and its phases, the different sales techniques, the alternative Personal Selling approaches, trust and sales ethics, etc.
The course will help students understand how to build long¬term and trusting relationships with their customers.
Modalités
Organization
| Type | Amount of time | Comment | |
|---|---|---|---|
| Présentiel | |||
| Cours interactif | 24,00 | ||
| Autoformation | |||
| Lecture du manuel de référence | 18,00 | ||
| Travail personnel | |||
| Individual Project | 9,00 | ||
| Charge de travail personnel indicative | 24,00 | ||
| Overall student workload | 75,00 | ||
Evaluation
The assessment will be based on four criteria :
- Active participation in class
- Individual preparation work for each session
- One individual presentation in class
- Final exam
- Active participation in class
- Individual preparation work for each session
- One individual presentation in class
- Final exam
| Control type | Duration | Amount | Weighting |
|---|---|---|---|
| Contrôle continu | |||
| Participation | 2,40 | 9 | 25,00 |
| Présentation orale | 0,00 | 1 | 25,00 |
| Examen (final) | |||
| Examen écrit | 0,00 | 0 | 50,00 |
| TOTAL | 100,00 | ||
Ressources
Bibliography
Selling and Sales Management - Jobber, D. & Lancaster, G (2015).
(10ed.). Pearson
Selling Today: Partnering to Create Value - Manning, G., Ahearne, M. & Reece, B. (2016).(13ed). Pearson
Internet resources