Sales and Commercial Negotiation Techniques

n.a.

In this curricular unit, the following teaching methods are used:

a)  Verbal methods, using exposition, explanation, dialogue, debate and interrogation;

b)  Intuitive methods, using demonstration, audio-visual and written texts;

c)  Active methods, using group work and case studies.

a) qualify for attendance to extras;

b) know as dimensions of the sales process;

c) know the importance of commercial programming as a resource;

d) know the main models and the best relations;

e) Differentiate the integrative and distributive schools that generate change with principles;

f) qualify for the preparation of a negotiation process;

g) Designing and securing after-sales service;

h) deal with complaints;

i) Understand the importance of customer loyalty.

1. Introduction to Sales Techniques

1.1. Selling and persuasion

1.2. Hard sell and soft sale – Traditional sell vs. Relational Selling

1.3. The sales professional in the technical and behavioral dimensions

2. As phases of the sale;

2.1. Presentation and Reception;

2.2. Argumentation;

2.3 Close the sale

3. Selling Techniques;

3.1. Strategic Dimension

3.1.1. Strategic sales plan

3.2. Operational Dimension

3.2.1. Of the strategic objectives of selling individuals

3.2.2. Marketing communication without sales support

3.2.3. The special group in sales

3.2.4. The importance of a good product

3.2.5. Store management as sales promotion

3.2.6. The Importance of Product Demonstration and Trial on Sale

3.2.7. Cross Selling and Up Selling

4. Negotiation;

5. After-sales service;

5.1. Dimensions of the after-sales service (guarantee, technical assistance and relationship);

5.2. Management of complaints;

6. Loyalty and loyalty of the public.

This curricular unit provides the following assessment methods:

a)  Periodic assessment;

b)  Assessment by exam.

The periodic assessment comprises the following assessment elements:

a)  Individual test, with a weight of 30% in the final grade;

b)  Individual presentation, with a weight of 20% in the final grade;

c)  Individual project, with a weight of 50% in the final grade.

The assessment by exam comprises the following assessment element:

a)      Exam, with a weight of 100% in the final grade.

NAO