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ESSENTIALS OF SELLING

2016-2017

IESEG School of Management ( IÉSEG )

Code Cours :

1617-IÉSEG-BB1S2-NEG-BB1CE01UE

NEGOTIATION


Niveau Année de formation Période Langue d'enseignement 
Bachelor in International Business1S2English
Professeur(s) responsable(s)J.ILLINGWORTH
Intervenant(s)F.BADDAR


Pré requis

N/A

Objectifs du cours

To understand the sales process
To apply the sales techniques with various customers
To approach customers and build trusting relationships
To sell in competitive environments

Contenu du cours

The course focuses on building the selling techniques of the salespeople. Essentially the course gives the students the necessary skills and knowledge into how to become better at selling to customers and try to build long-term and trusting relationships with their customers. The course goes through the different stages of selling and students practice these stages by participating in role plays and case-studies.


Modalités d'enseignement

Organisation du cours

Méthodes pédagogiques

  • Presentation
  • Interactive class
  • Case study


Évaluation

1. Class participation
2. Individual exam
3. Reflective exercise

Type de ContrôleDuréeNombrePondération
Continuous assessment
Participation0,00035,00
Final Exam
Written exam0,00035,00
Others
Written Report0,00030,00
TOTAL     100,00

Bibliographie

  • Selling and Sales Management - Jobber, D. & Lancaster, G (2015).

    (10ed.). Pearson

  • Selling Today: Partnering to Create Value - Manning, G., Ahearne, M. & Reece, B. (2016).

    (13ed). Pearson




 
* Informations non contractuelles et pouvant être soumises à modification
 
 
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