Hogeschool Gent
Geraard de Duivelstraat 5 - 9000 Gent
Tel: 09 243 33 33 - E-mail: info@hogent.be
Website: www.hogent.be
Commercial Training (French language)34315/4421/2021/1/25
Study guide

Commercial Training (French language)

Academic year 2020-21
Is found in:
  • Bachelor of Office Management, programme stage 3
    • Business & Languages
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


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.


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


Organisation of education

Contactonderwijs24,00 hours

Teaching methods

  • Learning dialogue
  • Practice session
  • Assignment


Evaluation(s) for first exam chance
Inside Regular exam scheduleSkills test100,00Rollenspel met werkveld
Evaluation(s) for re-sit exam
Inside Regular exam scheduleSkills test100,00Rollenspel 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 ()