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Our Degree Programs
Establishment
Language of instruction
French, English
Teaching content
UE7
Training officer(s)
JL.DEBUS
Stakeholder(s)
JL.DEBUS
Présentation
Prerequisite
None
Goal
Understanding the mechanisms of B to C sales
Presentation
What is the sale?
- The different types of sales
- The different types of sellers
- B to B and B to C
- The sale evolution
- Customer / prospect definition
- Qualification of the portfolio (prospects and customers)
- Preparing your visit
- Presenting yourself
- yourself
- your company
- Discovering the customer and their problem
- their needs
- their motivations
- Making an offer and arguing
- preparing your arguments
- building a pitch
- Dealing with objections
- how?
- At what moment ?
- Negotiating and closing a sale
- the price
- the elements of negotiation
- Taking time off, consolidating and retaining
- following your clients
- perpetuating your portfolio
- The different types of sales
- The different types of sellers
- B to B and B to C
- The sale evolution
- Customer / prospect definition
- Qualification of the portfolio (prospects and customers)
- Preparing your visit
- Presenting yourself
- yourself
- your company
- Discovering the customer and their problem
- their needs
- their motivations
- Making an offer and arguing
- preparing your arguments
- building a pitch
- Dealing with objections
- how?
- At what moment ?
- Negotiating and closing a sale
- the price
- the elements of negotiation
- Taking time off, consolidating and retaining
- following your clients
- perpetuating your portfolio
Modalités
Organization
| Type | Amount of time | Comment | |
|---|---|---|---|
| Face to face | |||
| 15,00 | |||
| Independent study | |||
| Travail personnel indicatif | 15,00 | ||
| Overall student workload | 30,00 | ||
Evaluation
| Control type | Duration | Amount | Weighting |
|---|---|---|---|
| Continuous assessment | |||
| Soutenance par groupe | 0,15 | 1 | 40,00 |
| Final Exam | |||
| 0,00 | 1 | 60,00 | |
| TOTAL | 100,00 | ||