Profesores Titulares
Students will go away from the course having developed a thorough knowledge of sales techniques for modern organizations. They will understand how to manage the selling function and how to organize sales teams. Most important they will develop skills and competencies. These include negotiation skills, our ability to read others´emotions and how to manage our emotions.
Overview of the personal selling.
Building Trust.
Intoduction to Negotiation.
Understanding buyers (and recruiters).
Negotiation.
Communication Skills.
Sales Management.
Strategic prospecting.
Planning sales dialogues and presentations.
B2C sales.
Sales dialogues: creating and communicating value.
Sales negotiations.
Expanding customer relationships.
Self leadership and teamwork.
The learning experience is based on a range of teaching methods that seek to foster your understanding of the marketing function.
The classes will involve silmulations and roles plays to practice sales techniques. The classes will concentrate on the principle sales concepts, readings and case studies that you will be required to do outside class time as well as in-class discussions..
Sales person interview project hand-in Mid term: 10 %
And sales person interview presentation Mid term: 10 %
Individual Assignment Selling a Retail Product Sales and feedback: 15 %
Group Assignment Selling B2B video and feedback: 15 %
Exam: 40 %
Participation and assignments for class: 10 %
Ingram, T., Laforge, R., Avila, R., Schwepker, Jr., Milliams, M., (2012 Edition) SELL South Western, Cengage Learning.