FORMATIONS |
Fiche détaillée d'un cours
 | PROFESSIONAL SELLING SKILLS AND PERSONAL SALES PERFORMANCE | ||
2018-2019 | FrIESEG School of Management
(
IÉSEG
)
| ||
Code Cours : | 1819-IÉSEG-M1S2-NEG-MA-EI23UE | NEGOTIATION | |
| Niveau | Année de formation | Période | Langue d'enseignement |
|---|---|---|---|
| Master | 1 | S2 | FrEnglish |
| Professeur(s) responsable(s) | T.LYONS |
|---|---|
| Intervenant(s) | Bert Paesbrugghe |
- Ce cours apparaît dans les formations suivantes :
- IÉSEG > IESEG Degree - Programme Grande École > Semester 1 > 2,00 ECTS
- IÉSEG > IESEG Degree - Programme Grande École > Semester 2 > 2,00 ECTS
Pré requis
Students should have the preliminary knowledge on different business situations
Objectifs du cours
•Sell a product/service by using the best suited sales approach/technique
•Understand the sales process
Uncover the needs of the prospect/customer to then bring a well-developed value proposition
Contenu du cours
Go-to-market strategies
Effective listening
Sales communication: Strategic questioning
Difference between Features, Advantages, and Benefits
Decision Making Unit vs Personal Selling Unit
Boeing Case
Qualification of Leads
Marketing Automation
SPIN selling method
Preparing for a first and second sales meeting
Modalités d'enseignement
Organisation du cours
| Type | Nombre d'heures | Remarques | |
|---|---|---|---|
| Independent work | |||
| Reference manual 's readings | 5,00 | ||
| Research | 7,00 | ||
| Independent study | |||
| Estimated personal workload | 10,00 | ||
| Individual Project | 12,00 | ||
| Face to face | |||
| Interactive class | 16,00 | ||
| Charge de travail globale de l'étudiant | 50,00 | ||
Méthodes pédagogiques
- Case study
- Coaching
- Interactive class
- Presentation
- Visits/fields trips
Évaluation
50% Written exam; 20% Class participation (preparation for class, role plays,
attendance, business attitude); 30% Assignment in class
| Type de Contrôle | Durée | Nombre | Pondération |
|---|---|---|---|
| Final Exam | |||
| Written exam | 2,00 | 1 | 50,00 |
| Others | |||
| Individual Project | 3,00 | 0 | 30,00 |
| Continuous assessment | |||
| Participation | 16,00 | 1 | 20,00 |
| TOTAL | 100,00 | ||
Bibliographie
- SPIN Selling by Neil Rackham -
* Informations non contractuelles et pouvant être soumises à modification
