Academic year
2024-25
Is found in:
- Associate Degree of Marketing and Communication Support (Antwerp), programme stage 2
This is a single course unit.
Study load:
3 credits
Teaching staff: Bouts Patrick, Mols Nadia
Languages: Dutch
Scheduled for: Semester 1 or Semester 2
This course unit is marked out of 20 (rounded to an integer).
Prerequisites
There are no prerequisites for this course.
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: 78,00 hours
Learning outcomes (list)
The associate relies on his/her own creativity, social awareness and responsibility when maintaining a problem solving and target group focus.
| The student adapts their selling style to the style of the buyer
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The associate supports the sales staff.
| The student will explain the sales process (prospecting, needs analysis, arguing and visually substantiating, dealing with objections, recognizing buying signals and closing the sale)
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| The student recognizes customer challenges
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| The student will apply the 'SPIN' questioning technique (find out the needs of the customer)
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| The student applies Snap selling (focus on the customer's mindset and how to respond to it)
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| The student will create and present a sales presentation (visual substantiation of the sales conversation)
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| The student handles objections, complaints and conflicts in a professional manner
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| The student will apply the various sales techniques in a customer-oriented way
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| The student will give an overview of the working tools of a salesperson
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| The student will describe the importance of being a loyal customer and how to retain loyal customers
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| The student will describe the importance of visual merchandising (a task that in many companies is also performed by the commercial staff)
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| The student will explain the (double) sales funnel and the importance of each stage
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| The student finds out what the customer's mission, needs and buying motives are
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Study material (list)
MandatoryEducational organisation (list)
Evaluation (list)
Evaluation(s) for first exam chance
| Moment | Form | % | Remark |
| Eerste examenperiode | Skills assessment during the examination series | 50,00 | |
| Eerste examenperiode | Skills assessment permanently during class weeks (Permanent evaluation) | 50,00 | |
Evaluation(s) for re-sit exam
| Moment | Form | % | Remark |
| 2nd examination period | Skills assessment during the examination series | 100,00 | |