News
Our Degree Programs
Establishment
Language of instruction
English
Teaching content
NEGOTIATION
Training officer(s)
F.BADDAR
Stakeholder(s)
F.BADDAR
Présentation
Prerequisite
N/A
Goal
Identify the steps of the selling process through role plays and discussionsTo develop sales relationships
Deliver a sales presentation that will earn a customer's commitment in a role play setting
Implement different strategies for successful communications and integrate this understanding in role plays and discussions.
Apply the concept of consultative selling to win customer commitment.
Demonstrate professional behaviour that translate into success as a professional sales representative
Deliver a sales presentation that will earn a customer's commitment in a role play setting
Implement different strategies for successful communications and integrate this understanding in role plays and discussions.
Apply the concept of consultative selling to win customer commitment.
Demonstrate professional behaviour that translate into success as a professional sales representative
Presentation
To examine the principles and practices of sales technique, including relationship strategy, and presentation strategy. Research, plan, prepare and deliver a solution-based sales presentation. Students, should apply the sales cycle concept demonstrated by the approach, securing desire, objection handling, and closing of the sale
Modalités
Organization
| Type | Amount of time | Comment | |
|---|---|---|---|
| Présentiel | |||
| Cours interactif | 16,00 | ||
| Autoformation | |||
| E-Learning | 10,00 | ||
| Travail personnel | |||
| Group Project | 12,00 | ||
| Charge de travail personnel indicative | 12,00 | ||
| Overall student workload | 50,00 | ||
Evaluation
| Control type | Duration | Amount | Weighting |
|---|---|---|---|
| Contrôle continu | |||
| Présentation orale | 0,50 | 1 | 35,00 |
| Participation | 16,00 | 1 | 30,00 |
| Examen (final) | |||
| Examen écrit | 2,00 | 1 | 35,00 |
| TOTAL | 100,00 | ||
Ressources
Bibliography
Lill, D. & Lill, J. (2012) Selling: The Profession / Focusing on Building Relationships (6th ed).China:DM Bass -
Ingram, T., LaForge, R., Avila, R., Schwepker, C. & Williams, M (2013) Sell.USA: Cengage Learning -
Manning, G., Ahearne, M. & Reece, B. (2012) Selling Today: Partnering to Create Value (12th ed.). Boston: Pearson -
Ingram, T., LaForge, R., Avila, R., Schwepker, C. & Williams, M (2013) Sell.USA: Cengage Learning -
Manning, G., Ahearne, M. & Reece, B. (2012) Selling Today: Partnering to Create Value (12th ed.). Boston: Pearson -