Course details
Selling and Negotiating Skills
MARK 50191A
The objectives are to:
- Learn how to use interpersonal communications and selling techniques with customers and prospects
- Learn what and how each step of the selling process has to be completed in order to improve the winning probabilities
- Better understand the dynamics behind the selling and negotiating processes.
- Appreciate the importance of a better preparation in a negotiating process
Themes covered
1-THE PROCESS OF SALES; THE FIRST TWO STEPS
2-STEPS IN DIAGNOSIS AND PRESENTATION
3-STAGES OF THE TREATMENT OF OBJECTIONS CLOSURE AND RELATIONSHIP
4-NEGOTIATION AND SALES. PREPARATION OF BOTH STRATEGIES
5-PROPOSE PROPOSE AND INTERACT WITH CUSTOMER
6-ADAPT AND CONCLUDE AN AGREEMENT
Important notes
Course in French : MARK 50191
Préalable(s) : MNGT 56180(A)(Co) et être inscrit au MBA à temps partiel, ou être admis au programme 3792 - Visiteur - Entente mobilité.
Préalable(s) : MNGT 56180(A)(Co) et être inscrit au MBA à temps partiel, ou être admis au programme 3792 - Visiteur - Entente mobilité.
Course code
MARK 50191A
Subject
Marketing
Program
MBA
Instruction mode
On-site learning
Credits
1,5