Actualités et agenda
Nos formations
Établissement
Langue d'enseignement
English
Matières
NEGOTIATION
Responsable(s)
A.OSWALD
Intervenant(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
Prérequis
None.
Objectifs
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.
Présentation
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
Organisation
| Type | Amount of time | Comment | |
|---|---|---|---|
| Présentiel | |||
| Cours interactif | 16,00 | ||
| Autoformation | |||
| Lecture du manuel de référence | 10,00 | ||
| Stage | |||
| Visites | 4,00 | ||
| Travail personnel | |||
| Group Project | 10,00 | ||
| Overall student workload | 40,00 | ||
Évaluation
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 extracts, Press articles, Role plays).
An active participation is expected from students. Participation inclass is graded together with homework.
Different means will be used (such as movie extracts, Press articles, Role plays).
An active participation is expected from students. Participation inclass is graded together with homework.
| Control type | Duration | Amount | Weighting |
|---|---|---|---|
| Autres | |||
| Projet Collectif | 0,00 | 1 | 35,00 |
| Examen (final) | |||
| Examen écrit | 1,50 | 1 | 30,00 |
| Contrôle continu | |||
| Contrôle continu | 16,00 | 12 | 35,00 |
| TOTAL | 100,00 | ||
Ressources
Bibliographie
SELL 5 - Ingram + Laforge + Avila + Schwepker + Williams
SELL 5 - Ingram + Laforge + Avila + Schwepker + Williams (Cengage Learning)
Ressources Internet