Key words
Sales management
Objectives
The student acquires an insight into the marketing environment of financial institutions and insurance companies.
He/she develops the ability to observe deadlines, keep appointments and conduct a sales talk.
Through various assignements they learn how to work in a team and to develop accuracy, assertiveness and empathy for the curstomer.
Topics
Consumer buying behaviour (particularly with regard to financial services).
The marketing environment of financial services (including the benefits and disadvantages of financial services from the customer's point of view).
Organization of sales (including sales techniques).
Prerequisites
Marketing 1st year.
Final Objectives
Materials used
Lecturer's own course
Study costs
Syllabus at current price.
Study guidance
The student can always consult the lecturer with questions and for counselling.
Teaching Methods
Lectures complemented with exercises, tasks, role play.
Assessment
- First exam session: written exam 75% and permanent assessment 25%.
- Second exam session: written exam 100%
- Examination Board Flemish Community: first and second exam session: oral exam 100%.
Lecturer(s)
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