FACULTY OF ECONOMICS AND ADMINISTRATIVE SCIENCES / BUSINESS ADMINISTRATION / ISL4019 - SALES MANAGEMENT

Contents Of The Courses in a weekly Period

Week 
Subjects 
Sources 
1The explanations Conceptual of sales and sales job knowledgeLectures notes.
2Consumption psychology and purchasing motifsThe lecture notes.
3Sales process and the role of communication in salesThe lecture notes.
4Sales process: the identifying potential buyers and making appointmentsThe lecture notes.
5Sales process: to make requirements analysisThe lecture notes.
6Sales process: to create a solutionThe lecture notes.
7Sales process: to close the saleThe lecture notes.
8The persuasion techniques.The lecture notes.
9The emotional and logical persuasion.The lecture notes.
10The techniques for meeting objections in sales.The lecture notes.
11The discuss common examples of objections.The lectute notes.
12The body language techniques in sales.The lecture notes.
13OmnichannelThe lecture notes.
14 The presentation homework.Active student participation.