SylabUZ
Nazwa przedmiotu | Sales techniques |
Kod przedmiotu | 04.7-WM-BizElP-TechnSprzed-Er |
Wydział | Wydział Informatyki, Elektrotechniki i Automatyki |
Kierunek | Biznes elektroniczny |
Profil | praktyczny |
Rodzaj studiów | Program Erasmus pierwszego stopnia |
Semestr rozpoczęcia | semestr zimowy 2019/2020 |
Semestr | 6 |
Liczba punktów ECTS do zdobycia | 3 |
Typ przedmiotu | obieralny |
Język nauczania | angielski |
Sylabus opracował |
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Forma zajęć | Liczba godzin w semestrze (stacjonarne) | Liczba godzin w tygodniu (stacjonarne) | Liczba godzin w semestrze (niestacjonarne) | Liczba godzin w tygodniu (niestacjonarne) | Forma zaliczenia |
Wykład | 15 | 1 | - | - | Zaliczenie na ocenę |
Laboratorium | 15 | 1 | - | - | Zaliczenie na ocenę |
The aim of the course is to familiarize students with modern methods and techniques of effective sales and customer service, with the characteristics of an effective salesman; familiarizing with ethics in customer relations; familiarizing with effective presentation and psychology in sales; familiarizing with methods of conducting trade talks, including argumentation, counterargumentation and protection against manipulation.
Customer relationship management, e-Commerce and e-service , Customer relationship management
Lecture:
Success factors in business talks. Professional salesman: features, skills. Sales: planning and stages. Effectiveness of sales techniques. Sales psychology. Customer decision making: rules, psychology. Determinants of consumer behavior on the market. Customer search. Planning a conversation with the client. Contact by email with the client, telephone contact with the client - the rules. Meeting with the client: opportunities and problems, researching needs, techniques for starting a business conversation. Difficult customer: rules of conduct. Presentation and demonstration of the commercial offer: features, advantages, benefits. Choice of presentation method (demonstration), strategy to start it.
Laboratory:
The laboratory includes preparing, in accordance with the professional ethics, several presentations for selected products and services, according to the principle: features, benefits, including techniques of psychological impact on the client. The laboratory also includes responses to objections raised by the lecturer, conversation with a difficult customer and development of customer contact via e-mail.
Lecture - conventional lecture with the use a video projector.
Laboratory - practical classes given in the computer laboratory.
Opis efektu | Symbole efektów | Metody weryfikacji | Forma zajęć |
Lecture - written test carried out at the end of the semester.
Laboratory - the final grade is the weighted sum of grades obtained for the realization of individual elements of the course and the form of its presentation. The contribution of individual elements of the assessment: laboratory assessment and preparation of the form of sales activities - 50%, visual presentation of sales activities - 25%, conversation with the client 25%.
The final grade is 50% of the lecture grade plus 50% of the laboratory grade.
Erik Peterson, Tim Riesterer, Conrad Smith, The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale, MacGraw-Hill Education, 2015
Zmodyfikowane przez dr inż. Joanna Cyganiuk (ostatnia modyfikacja: 08-12-2019 17:24)