FORMATIONS |
Fiche détaillée d'un cours
 | MNG: SALES TECHNIQUES | ||
2022-2023 | FrIESEG School of Management
(
IÉSEG
)
| ||
Code Cours : | 2223-IÉSEG-MNG1S1-NEG-MNGCI12UE | NEGOTIATION | |
| Niveau | Année de formation | Période | Langue d'enseignement |
|---|---|---|---|
| MSc in International Business Negotiation | 1 | S1 | FrEnglish |
| Professeur(s) responsable(s) | F.BADDAR |
|---|---|
| Intervenant(s) | F.BADDAR |
- Ce cours apparaît dans les formations suivantes :
- IÉSEG > MSc in International Business Negotiation (MNG) > Semestre 1 > 2,00 ECTS
Pré requis
N/A
Objectifs du cours
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
Contenu du cours
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 d'enseignement
Organisation du cours
| Type | Nombre d'heures | Remarques | |
|---|---|---|---|
| Independent work | |||
| E-Learning | 10,00 | ||
| Independent study | |||
| Estimated personal workload | 12,00 | ||
| Group Project | 12,00 | ||
| Face to face | |||
| Interactive class | 16,00 | ||
| Charge de travail globale de l'étudiant | 50,00 | ||
Méthodes pédagogiques
- Case study
- Interactive class
- Presentation
Évaluation
| Type de Contrôle | Durée | Nombre | Pondération |
|---|---|---|---|
| Continuous assessment | |||
| Oral presentation | 0,50 | 1 | 35,00 |
| Participation | 16,00 | 1 | 30,00 |
| Final Exam | |||
| Written exam | 2,00 | 1 | 35,00 |
| TOTAL | 100,00 | ||
Bibliographie
- 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 -
* Informations non contractuelles et pouvant être soumises à modification
