Teaching Methodologies
Lessons using methodology: • Expository • Interrogative • Statement • assets Evaluation with written examination
Learning Results
The objective is Develop skills and capabilities to manage constructive relationships with customers, even in
the most delicate situations. Mastering the key sales techniques, creating power to improve the performance
and effectiveness of the company’s sales, meeting clients / public loyalty of them and promoting the image of
the institution they represent.
Program
1 – Attitudes and communication
2 – The formulation of questions, argumentation and answers by the client
3 – The assertiveness versus escape, attack or manipulation
4 – Assertiveness in time management and conflict
5 – The prejudices and preconceived ideas
6 – Conflicts and problems in interpersonal relationships
7 – The personalized service
8 – Principles of sale
9 – A persuasive argument in service and sales
10 – The behaviors of buying and the selling
11 – The Sales Interview
12 – The presentation of products / services
13 – The Negotiation
14 – Objections on sale
15 – Preparation, completion and closing presentation meetings
Internship(s)
NAO
Bibliography
– Duncan, Todd – “Vender com Confiança” , editora Smartbook, 2012
– Costa, Evaldo – “Como Garantir Três Vendas Extras por Dia. Como ganhar mais dominando a arte e as
técnicas mais modernas de vendas” – Edição/reimpressão:, Editor:Editora Campus
– Chandezon, Gérard – “As Técnicas de Venda” – Edição/reimpressão:1986 Editor:Europa-AméricaI
– Misner, Ivan R. e Morgan, Don –“A Arte de Bem Vender” – Edição/reimpressão: 2008, Editor: Ideias de Ler