Artesis Plantijn Hogeschool Antwerpen
Business en Recht
Sales and negotiation techniques32190/3327/2425/1/01
Study guide

Sales and negotiation techniques

32190/3327/2425/1/01
Academic year 2024-25
Is found in:
  • Associate Degree of Hospitality Management, programme stage 2
This is a single course unit.
Study load: 5 credits
Co-ordinator: Herbst Muriel
Languages: Dutch
Scheduled for: Semester 1
This course unit is marked out of 20 (rounded to an integer).
Re-sit exam: is possible.
Possibility of tolerance: This course unit is eligible for tolerance according to the criteria as determined by the degree programme you are enrolled in.
Total study time: 130,00 hours

Prerequisites

There are no prerequisites for this course.

Learning outcomes (list)

You plan and organise your own work, reflect on your performance and are willing to learn.
You reflect critically on yourself (SWOT) in a commercial context.
You communicate from a hospitality fundamental attitude, both in writing and orally, with attention to the diverse and multilingual work context.
You adapt his/her communication style to that of the interlocutor and take into account the guidelines of professional communication in a commercial context.
You conduct promotion through various channels and build lasting customer relationships.
You communicate the components and focal points of a sales process to third parties in a graphically attractive way (customer journey)
You will create a professional LinkedIn profile with a focus on building a network.
You distinguish the different parts of the sales process
You apply sales segmentation of the hotel landscape within a case study.
You apply the different steps of the commercial process within a case.
You apply sales theories to a real-life example.
You will develop the sales-related components of a commercial business plan.

Study material (list)

(course) material on the electronic learning platform digitapMandatory
  • Author: lector

Educational organisation (list)

Learning Activities
Lectures and / or tutorials20,00 hours
Practicum20,00 hours
Work time outside of contact hours90,00 hours

Evaluation (list)

Evaluation(s) for first exam chance
MomentForm%Remark
1st examination periodKnowledge and comprehension test once during class weeks60,00individuele papers om de inhoud van dit opleidingsonderdeel zelfstandig te verwerken
1st examination periodProject assignment20,00Groepsopdracht salesplan
1st examination periodReflection assignment once during class weeks20,00schriftelijke toetsing (kennis) tijdens laatste lesweek
Evaluation(s) for re-sit exam
MomentForm%Remark
2nd examination periodKnowledge and comprehension test during the examination series20,00schriftelijke toetsing (kennis)
2nd examination periodSkills assessment during the examination series80,00toepassingen (bestaande uit verschillende individuele opdrachten)