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Establishment
Language of instruction
French, English
Teaching content
MO-EMM
Training officer(s)
F.GRUMETZ
Présentation
Prerequisite
None
Goal
The students will be able to identify the different selling methods. They will master the basic techniques of a sales interview.
They will be capable of leading a negotiation.
They will be capable of leading a negotiation.
Presentation
The qualities required in order to be a good negotiator
Prospecting: hold a meeting by telephone
The first contact
Knowing those waiting and their needs as clients
Understanding them
Convincing the client
Closing the deal
Reinforcing the sale
Prospecting: hold a meeting by telephone
The first contact
Knowing those waiting and their needs as clients
Understanding them
Convincing the client
Closing the deal
Reinforcing the sale
Modalités
Forms of instruction
Theoretic approach
Simulations - Role playing with audio visual support
Put into application within the junior enterprise the ISEN concept. Each student will carry out telephonic prospecting (30 student calls) and a first meeting.
15 students maximum
Organization
| Type | Amount of time | Comment | |
|---|---|---|---|
| Face to face | |||
| Lectures - face to face | 21,00 | ||
| External teaching source | |||
| Internship | 10,00 | ||
| Independent study | |||
| Independent study | 15,00 | ||
| Overall student workload | 46,00 | ||
Evaluation
Drawing up an analysis report of the experiences within the ISEN Concept. It does not serve to evaluate the results obtained during the telephonic prospecting, but to bring the student to reflect on his practical and his axes of progress.
| Control type | Duration | Amount | Weighting |
|---|---|---|---|
| Others | |||
| Report | 3,00 | 1 | 80,00 |
| Continuous assessment | |||
| Participation | 1,00 | 1 | 20,00 |
| TOTAL | 100,00 | ||