Academic year
2020-21
Is found in:
- Bachelor of Office Management, programme stage 3
This is a single course unit.
Study load:
3 credits
Weight:
3,00
Total study time: 75,00 hours
It is not possible to enrol in this course unit under
- exam contract (to obtain a credit).
- exam contract (to obtain a degree).
Special admission is required to enrol in this course unit under credit contract.
Co-ordinator: Vandervelde Veerle
Languages: French
Scheduled for: Semester 1
Final objectives
Recognize commercial opportunities, and act upon them in a customer-oriented and convincing manner |
Objectives
Sales negotiations: welcoming a customer in a professional manner (1st phase in the sales conversation).
Sales negotiations: find out the customer's buying motives by asking the right questions.
Sales negotiations: convince in a sales conversation by substantiating with appropriate arguments.
Sales negotiations: refuting the customer's objections in an appropriate way.
Sales negotiations: successfully conclude a sales conversation.
Sales negotiations: provide service to internal and external customers in a professional manner.
Sales negotiations: build and maintain the relationship with the customer in an appropriate manner.
Contents
Retrieval phase of a sales call
Needs phase of a sales call
Argumentation and demonstration phase of a sales call + customer typology
Dealing with objections within a sales pitch
Closing phase of a sales call, updating the customer database and administrative processing of sales
Aftercare
Organisation of education
Contactonderwijs24,00 hours Teaching methods
Learning dialogue
Practice session
Assignment
Evaluation
Evaluation(s) for first exam chance
Moment | Form | % | Remark |
Inside Regular exam schedule | Skills test | 100,00 | Rollenspel met werkveld |
Evaluation(s) for re-sit exam
Moment | Form | % | Remark |
Inside Regular exam schedule | Skills test | 100,00 | Rollenspel met werkveld |
This course unit is marked out of 20 (rounded to an integer).
Re-sit exam: is possible.
Possible deadlines for learning account: 01.12.2020 ()