PURCHASING AND SALES TECHNIQUES
 
Lectured in 3rd year Business managementSection marketing
3de jaar Bedrijfsbeheer optie marketing
Theory [A] 12.5
Exercises [B] 25.0
Training and projects [C] 0.0
Studytime [D] 100
Studypoints [E] 4
Language of instruction Dutch
Lecturer Anne DE GEETER
Reference RGBBRM03K01476
 
Key words
Purchasing & Salestechniques

Objectives
  1. Acquire purchasing & sales skills
  2. Gain a clear understanding of accountmanagement and networking
Have a thorough command of the following professional competences
  • To handle purchase and sale-agreement & discussion
  • Negotiate, provide information, adduce arguments
  • Contact potential and current customers/suppliers
Have a thorough command of the following general competences
  • Assertiveness
  • Make contacts
  • Empathy
  • Immune to stress
  • Take the initiative
  • Self-reliance


Topics
1 Non-verbal communication
2 Set up a structural analysis of purchase & sales discussions
3 Prospect/Relationship with current customers
4 Customer-oriented presentation
5 Negotiate in purchasing and sales situation
6 Manage difficulties
7 Closing
8 Aftersales
9 Accountmanagement & networking

Prerequisites
See manuals 2nd year: Distribution and sales and Business-to-business.

Final Objectives


Materials used
Book and/or syllabus.

Study costs
current price book + copies + cost extra activities (EPHEC).

Study guidance


Teaching Methods
Teaching, seminars, cases (role-playing), individual tasks.

Assessment
First exam session: oral exam: 50%; permanent assessment 50%
Second exam session: oral exam 100%
Examination Board Flemish Community: first and second exam session: oral exam 100 %

Lecturer(s)