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Our Degree Programs
Establishment
Language of instruction
French, English
Teaching content
NEGOTIATION
Training officer(s)
A.OSWALD
Stakeholder(s)
(Olivier MORES (FR Lille) - Laurence COLIN-GUYOMARD (FR Lille) - Patricia DI COSTANZO (FR /EN Paris) Bruno ARAGONES (FR Paris) - Julien LENOBLE (FR Paris) Tanneguy AUDIC DE QUERNEN (EN Paris), Isabelle CARDELLI (FR Paris)
Présentation
Prerequisite
None.
Goal
This course is an introduction to selling techniques and negotiation. It provides the student with a "tool box" including the most commonly used sales techniques in a company. It leans upon proven methods recognised in most large companies. It also allows students to be prepared for their commercial internship at the end of the Second Year.
At the end of the course, the student should be able to:
- Control the basic techniques of a sales meeting and its different phases: face to face meeting, making appointments on the phone
- Tackle the sales environment
- Identify the different commercial roles and their evolution
- Reveal relational skills, linked with the relationship with the customer.
At the end of the course, the student should be able to:
- Control the basic techniques of a sales meeting and its different phases: face to face meeting, making appointments on the phone
- Tackle the sales environment
- Identify the different commercial roles and their evolution
- Reveal relational skills, linked with the relationship with the customer.
Presentation
I) The selling environment
- The evolution of the trade
- Motivation, virtues and objectives of a good seller
- The different behaviour of a seller: Product selling / Sales Advice
II) Main selling steps
- Making appointments on the phone
- Confidence and relationship building
- Discovering customer needs - questioning plan - the mental card
- Different types of buyers and their motivation to purchase (SPICES)
- Solution presentation - the argumentation (FAB)
- Objections - Disproving objections
- The price
- Incentives and conclusions
- After sales main principles
III) Personal development tests
- Creativity
- Pressure
- The evolution of the trade
- Motivation, virtues and objectives of a good seller
- The different behaviour of a seller: Product selling / Sales Advice
II) Main selling steps
- Making appointments on the phone
- Confidence and relationship building
- Discovering customer needs - questioning plan - the mental card
- Different types of buyers and their motivation to purchase (SPICES)
- Solution presentation - the argumentation (FAB)
- Objections - Disproving objections
- The price
- Incentives and conclusions
- After sales main principles
III) Personal development tests
- Creativity
- Pressure
Modalités
Organization
| Type | Amount of time | Comment | |
|---|---|---|---|
| Face to face | |||
| Interactive class | 16,00 | ||
| Independent work | |||
| Reference manual 's readings | 10,00 | ||
| Independent study | |||
| Estimated personal workload | 10,00 | ||
| Group Project | 10,00 | ||
| External teaching source | |||
| Visits | 4,00 | ||
| Overall student workload | 50,00 | ||
Evaluation
The course is mainly composed of practical exercises (such as part or integral interview, tests, making real appointments on the phone) through which the student will discover the main theoretical steps of a good sales meeting with the customer.
Different means will be used (such as movie camera, CD Roms, Press articles, E-learning crossknowledge).
An active participation is expected from students.
Different means will be used (such as movie camera, CD Roms, Press articles, E-learning crossknowledge).
An active participation is expected from students.
| Control type | Duration | Amount | Weighting |
|---|---|---|---|
| Continuous assessment | |||
| Participation | 0,00 | 1 | 35,00 |
| Final Exam | |||
| Written exam | 0,00 | 1 | 30,00 |
| Others | |||
| Group Project | 0,00 | 1 | 35,00 |
| TOTAL | 100,00 | ||
Ressources
Bibliography
SELL 5 - Ingram + Laforge + Avila + Schwepker + Williams
SELL 5 - Ingram + Laforge + Avila + Schwepker + Williams (Cengage Learning)
Les techniques de vente qui font vendre - Marc Corcos & Stéphane MercierLes techniques de vente qui font vendre - Marc Corcos & Stéphane Mercier (Dunod, édition 6)
Internet resources