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Our Degree Programs
Establishment
Language of instruction
English
Teaching content
MARKETING
Training officer(s)
B.ARAGONES
Stakeholder(s)
B.ARAGONES
Présentation
Prerequisite
Preliminary soft skills required to follow the course: active listening, boldness, assertiveness, analysis mlndset.
Goal
At the end of the course, the student should be able to:
- Practice the telephone prospecting
- Organize the prospecting process and call sessions
- Design a sales pitch
- Transform prospects into leads
- Qualify and evaluate needs
- Keep track and follow-up the prospecting results
- Practice the telephone prospecting
- Organize the prospecting process and call sessions
- Design a sales pitch
- Transform prospects into leads
- Qualify and evaluate needs
- Keep track and follow-up the prospecting results
Presentation
Lead from A to Z a telephone prospecting for a real customer case.
Modalités
Organization
| Type | Amount of time | Comment | |
|---|---|---|---|
| Face to face | |||
| Interactive class | 3,00 | Direct lecture contact hours. | |
| Independent study | |||
| Group Project | 13,00 | Continuous assessment into action. | |
| Overall student workload | 16,00 | ||
Evaluation
Participation based on group project, case study debriefing and oral presentation.
| Control type | Duration | Amount | Weighting |
|---|---|---|---|
| Continuous assessment | |||
| Participation | 16,00 | 1 | 50,00 |
| Others | |||
| Group Project | 16,00 | 1 | 50,00 |
| TOTAL | 100,00 | ||