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Lesson details

PROFESSIONAL SELLING SKILLS AND PERSONAL SALES PERFORMANCE
2018-2019	EnIESEG School of Management ( IÉSEG )
Class code :	1819-IÉSEG-M1S2-NEG-MA-EI23UE	NEGOTIATION

Level	Year	Period	Language of instruction
Master	1	S2	EnEnglish

Academic responsibility	T.LYONS
Lecturer(s)	Bert Paesbrugghe

IÉSEG > IESEG Degree - Programme Grande École > Semester 1 > 2,00 ECTS
IÉSEG > IESEG Degree - Programme Grande École > Semester 2 > 2,00 ECTS

Prerequisites

Students should have the preliminary knowledge on different business situations

Learning outcomes

•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

Course description

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

Class type

Class structure

Type of course	Numbers of hours	Comments
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
Total student workload	50,00