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Selling: Principles and Methods (UD)

Goals

- Learn the theoretical basis and practical introduction to the skills necessary for personal selling in business and consumer markets.
- Learn the planning, preparation and implementation of direct sales activities, especially the sales call and negotiating with potential or existing customers.
- Learn the tools, techniques and methods for practical implementation of selling activities.
- Learn about the methods of selection, training and performance measurement and motivating sales staff.

Syllabus

1. Overview of Personall Selling
2. Building Trust and Sales Ethics, Understanding Buyers
3. Communication Skills
4. Planning Sales Dialogues and Presentations
5. Sales Dialogue – Creating and Communicating Value
6. Addressing Concerns and Earning Commitment
7. Sales Negotiations
7.1 Expanding Customer Relationships, Assess
Customer Satisfaction, After Sales Service
8. Self-leadership and Teamwork, Account Classification, Key Account Management

Contacts

Barbara Čater

Office hours

Thursday at 11:00

room P-329

Business portrait of Barbara Čater in the green atrium of the School of Economics and Business on a sunny day in June 2024

Živa Kolbl

Office hours

Thursday at 15:00

room Zoom

Business portrait of Živa Kolbl in the library of the School of Economics and Business in October 2024, with a round window and shelves full of books in the background