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Value Selling & Communications

level of course unit

second cycle, Master

Learning outcomes of course unit

Students:
• are able to transfer technical content to a perspective which is targeted at a specific audience and with a specific use
• are able create appropriate documentation and to hold convincing presentations, taking into account the respective situation and occasion

prerequisites and co-requisites

According admission requirements

course contents

• Analysis of motivation/framework conditions of clients
• Selling and buying process
• Use-oriented selling
• Creating documentation and paperwork
• Convincing presentations

recommended or required reading

• Gallo (2016): The Presentation Secrets of Steve Jobs: How to Be Insanely Great in Front of Any Audience, Mcgraw-Hill Education
• Miller, Heiman, Tuleja (2011): The New Conceptual Selling, Kogan Page
• Miller, Heiman, Tuleja (2011): The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies, Kogan Page
• Minto (2008): The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies, Financial Times Prent
• Zelazny (2006): Say it With Presentations: How to Design and Deliver Suc- cessful Business Presentations, Mcgraw-Hill Education

assessment methods and criteria

project report

language of instruction

German

number of ECTS credits allocated

2

planned learning activities and teaching methods

Integrated course

semester/trimester when the course unit is delivered

4

name of lecturer(s)

Director of studies

year of study

2. study year

recommended optional program components

not applicable

course unit code

not applicable

type of course unit

compulsory

mode of delivery

Integrierte Lehrveranstaltung

work placement(s)

not applicable