Artesis Plantijn Hogeschool Antwerpen
Business en Recht
Commercial training_MAR 40935/3519/2526/1/80
Study guide

Commercial training_MAR

40935/3519/2526/1/80
Academic year 2025-26
Is found in:
  • Bachelor of Business Management, programme stage 2
    Specialisation:
    • Marketing
This is a single course unit.
Study load: 3 credits
It is not possible to enrol in this course unit under
  • exam contract (to obtain a credit).
  • exam contract (to obtain a degree).
Teaching staff: Bauer Evelyn
Teaching staff are not (all) known yet.
Languages: Dutch
Scheduled for: Semester 1
This course unit is marked out of 20 (rounded to an integer).
Possible deadlines for learning account: 01.12.2025 (Academic year)
Re-sit exam: is possible.
Possibility of deliberation/tolerance: This course unit is eligible for deliberation/tolerance according to the criteria as determined by the degree programme you are enrolled in.
Total study time: 78,00 hours

Prerequisites

previously registered for Marketing communication.

Learning outcomes (list)

You will prepare a customer specific quote.
You will apply conversational techniques to rebut objections in a commercial conversation.
You communicate in a customer-focused and customer-friendly manner to various stakeholders.
You convince the customer/prospect during a conversation based on his/her customer needs.
You conduct a customer-facing (remote) call with a customer.
You convince a prospect over the phone to make an appointment.
You resolve customer and business partner complaints in a friendly, respectful and tactful manner.
You will adhere to rules of courtesy and produce respectful conversations with customers, business partners and colleagues.
You conduct professional interviews with customers, business partners and colleagues.

Study material (list)

Teaching material via DigitapMandatory

Educational organisation (list)

Learning Activities
Collaborative learning12,00 hours
Lectures and / or tutorials12,00 hours
Work time outside of contact hours54,00 hours

Evaluation (list)

Evaluation(s) for first exam chance
MomentForm%Remark
1st examination periodSkills assessment permanently during class weeks (Permanent evaluation)90,00Gedragsobservatie en casusGesloten boek
Evaluation(s) for re-sit exam
MomentForm%Remark
2nd examination periodSkills assessment during the examination series90,00Gedragsobservatie en casusGesloten boek
Evaluation(s) for both exam chances, not reproducible in re-sit exam
MomentForm%Remark
1st examination periodSkills assessment permanently during class weeks (Permanent evaluation)10,00Gedragsobservatie en casus
Open boek