Principles of sales and negotiation

Module title:

Principles of sales and negotiation

Module overview:

The aim of this course is to provide students with insight into theoretical models and principles of sales and negotiation. Students will learn:
critically assess and evaluate the different stages of the sales process,
apply relationship management techniques and developing partnerships with customers,
recommend the application of appropriate negotiation techniques.

In the framework of this course, students expand their marketing knowledge, and the topics covered build on concepts covered in previous courses in the marketing vertical. Students gain insight into the practical aspects of sales and negotiations through didactic and experiential learning and learn how to solve sales challenges. In this course, the classic lecture approach is combined with problem tasks and a group project based on a sales management simulation.

By attending this course, students have the opportunity to develop basic sales skills, but also expand their sales and negotiation skills and improve their overall set of marketing skills.
This course is designed to provide students with the knowledge and skills needed to successfully lead and motivate cross-cultural and virtual teams, with a particular emphasis on understanding and bridging cultural differences and the challenges of working remotely.

Students will learn about:
principles of the sales process
ethics in sales
the importance of communication and communication skills in sales
a transactional approach to sales and an approach based on relationship development
searching and classifying potential customers
communication techniques
strategies and negotiation techniques
presenting solutions and dealing with complaints from potential customers
concluding sales and developing long-term relationships with customers
on the principles of sales management
digital transformation of sales

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