|
Lecturer(s)
|
-
Švec Roman, doc. Ing. Ph.D.
|
|
Course content
|
Tutorials topics: 1. Introduction 2. Sales skills 3. Sales meetings preparation, představení semestrálního projektu 4. Tips for creating sales presentations 5. Presentation skills 6. Storytelling 7. Project's sales presentations and its evaluation I. 8. Project's sales presentations and its evaluation II. 9. Customers typology 10. Closing sales
|
|
Learning activities and teaching methods
|
Monologic (reading, lecture, briefing), Dialogic (discussion, interview, brainstorming), Activating (simulations, games, drama)
- Class attendance
- 12 hours per semester
- Semestral paper
- 42 hours per semester
- Preparation for classes
- 30 hours per semester
|
|
Learning outcomes
|
The aim of the course is to develop students' sales skills that are necessary to succeed in sales with the project-based learning techniques. Student will try different sales tactics, principles of the effective verbal and non-verbal communication, arguing and will learn tips for creating an attractive sales presentations.
|
|
Prerequisites
|
Basic trade and marketing knowledge.
|
|
Assessment methods and criteria
|
Student performance assessment, Seminar work
Credit requirements: 1) Semestral project and its presentation 2) Active participation at least in the first and last lectures
|
|
Recommended literature
|
-
Eades K. M, Sullivan, T. The Collaborative Sale. New Jersey: Wiley, 2014.
-
Fritzsche, T. Jak přesvědčivě vyjednávat. Praha: Grada, 2015.
-
Špaček, L. Úspěšný obchodní zástupce. Praha: Fragment, 2014.
-
Žantovská, I. Rétorika a komunikace. Praha: Dokořán, 2015.
|