Negotiation & Sales Training
Course title:
Negotiation & Sales Training
Negotiation & Sales Training
Semester:
3
3
Level:
Introduction
Introduction
Learning outcomes of course unit:
Students will have the ability to interact positively in a social environment. They will master the techniques of giving a perfect presentation, be able to understand and lead (sales) negotiations and how they must avoid team conflict. In addition, students will also be able to provide accurate information in an international environment.
Students will have the ability to interact positively in a social environment. They will master the techniques of giving a perfect presentation, be able to understand and lead (sales) negotiations and how they must avoid team conflict. In addition, students will also be able to provide accurate information in an international environment.
Prerequisites:
none
none
Course contents:
Development and mastery of the fundamentals of negotiation techniques, leading sales talks and presentations oriented to a target group. Insight into the importance of customer-oriented thinking and action. Students will learn and master the fundamental problems in negotiation, sales talks and presentations oriented to a target group. Methods and instruments of negotiation techniques, sales talks and presentations. Elements of a successful presentation.
Development and mastery of the fundamentals of negotiation techniques, leading sales talks and presentations oriented to a target group. Insight into the importance of customer-oriented thinking and action. Students will learn and master the fundamental problems in negotiation, sales talks and presentations oriented to a target group. Methods and instruments of negotiation techniques, sales talks and presentations. Elements of a successful presentation.
Recommended or required reading:
Seifert, J. W.:Visualisieren, Präsentieren, Moderieren, 2005 Niklarz-Hochs, S. / Kreuzhage, S.: Praxis-Check Überzeugen und Präsentieren: Das Formularbuch für gelungene Präsentationen, Verlag der deutschen Wirtschaft, 1 Auflage, 2003 Patton, B.M.: Das Harvard-Konzept der Verkaufs- und Verhandlungstechnik, 2004 Voeth, M. / Herbst, U.: Verhandlungsmanagement, 2009 Schütz, A.: Kunden Beratung, 5. Auflage, 2008 Glasl, F.: Konfliktmanagement, 8. Auflage, 2004 Haeske, U.: Team- und Konfliktmanagement. 2. Auflage, 2006
Seifert, J. W.:Visualisieren, Präsentieren, Moderieren, 2005 Niklarz-Hochs, S. / Kreuzhage, S.: Praxis-Check Überzeugen und Präsentieren: Das Formularbuch für gelungene Präsentationen, Verlag der deutschen Wirtschaft, 1 Auflage, 2003 Patton, B.M.: Das Harvard-Konzept der Verkaufs- und Verhandlungstechnik, 2004 Voeth, M. / Herbst, U.: Verhandlungsmanagement, 2009 Schütz, A.: Kunden Beratung, 5. Auflage, 2008 Glasl, F.: Konfliktmanagement, 8. Auflage, 2004 Haeske, U.: Team- und Konfliktmanagement. 2. Auflage, 2006
Planned learning activities and teaching methods:
Integrated course, case studies, discussion, group work
Integrated course, case studies, discussion, group work
Assessment methods and criteria:
In-course assessment
In-course assessment
Course language:
German
German
ECTS:
4.00
4.00
Course-hours-per-week (chw):
2.00
2.00
Course unit code:
SOS2
SOS2
Type of course unit:
Integrated course
Integrated course
Mode of delivery:
integrated course
integrated course
