Key words Purchasing & Salestechniques
Objectives
- Acquire purchasing & sales skills
- 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)
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