This class exists in these courses :
• IÉSEG > MSc in International Business Negotiation (MNG) > Semestre 1 > 2,00 ECTS

Prerequisites

N/A

Learning outcomes

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

Course description

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

Class type

Class structure

Teaching methods

• Case study
• Interactive class
• Presentation

Assessment

Recommended reading

• 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 -