This class exists in these courses :
• Faculté de Gestion, Economie & Sciences - Masters - Master 2 Management des Banques et Institutions Financières - S4 - 1 ECTS

Prerequisites

None

Learning outcomes

Conduct a sales meeting and make appointments : a review BIF and trainings on specific cases
To negotiate is to resist: method to increase efficiency in any negotiation

Course description

Part 1: technical sales and communication
making appointments by phone
• Review of concepts and trainings on specific cases

Part 2: how conduct a negotiation interview
• The state of mind for approaching negotiation
• Large differences between sales and trading
• Key steps to successful negotiation
• How to perform each step of the process
• How to manage difficult situations

Class type

Class structure

Teaching methods

Assessment

Contrôle continu : coeff. 1

Recommended reading

• Xavier Selliez-Vandernotte, "et avec ceci, ça sera tout ? ",