Sales is a mission critical function for all organizations: “Nothing happens until someone sells something.” The goal of Selling and Sales Management is to provide you the knowledge and skills that businesses need to win customers and grow their business. We will use the consultative selling model to understand the process of selling, discovery of and alignment with customer’s needs, presentation of solutions, overcoming objections, and gaining agreement. Rather than pigeonholing selling as ‘something done by sales-types’, we will look at managing a professional sales force and optimizing the investments made in the organization’s interactions with its most important constituents: customers. Everyone sells. In business, we sell our products, proposals, IPOs, projects, budgets, and anything else that someone else has to approve. In life, we buy cars (buying and selling are two sides of the same coin), interview for jobs, propose marriage, and many other things that someone else has to say OK to. In short, selling is a fundamental life as well as necessary business skill.

Temps présentiel : 35 heures

Charge de travail étudiant : 65 heures

Méthode(s) d'évaluation : Examen final, Examen partiel, Participation, Projets

Référence :
- Selling is a Team Sport, Eric Baron - Selling: The Profession, David Lill; DM Bass - Sales Management, Robert Calvin; McGraw Hill