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Establishment
Language of instruction
French, English
This course occurs in the following program(s)
Présentation
Prerequisite
None
Goal
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
To negotiate is to resist: method to increase efficiency in any negotiation
Presentation
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
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
Modalités
Evaluation
Contrôle continu : coeff. 1
Ressources
Bibliography
Xavier Selliez-Vandernotte, "et avec ceci, ça sera tout ? ",