Key words
Purchasing & Sales techniques
Objectives
- Acquiring purchasing & sales skills
- Gaining a clear understanding of the tasks of a purchaser
Have a thorough command of the following professional competences- Handling purchase and sales-agreement & discussion
- Negotiating, providing information, adducing arguments
- Contacting potential and current customers/suppliers
Have a thorough command of the following general competencies- Assertiveness
- Making contacts
- Empathy
- Being immune to stress
- Being able to take initiative
- Self-reliance
Topics
- Non-verbal communication
- Set up a structural analysis of purchase & sales discussions
- Prospect/Relationship with current customers
- Customer-oriented presentation
- Negotiating in purchasing and sales situation
- Managing difficulties
- Closing
- Aftersales
- Purchasing
Prerequisites
See manuals 2nd year: Distribution and sales and Business-to-business.
Final Objectives
Materials used
Book and/or syllabus.
Study costs
current price book + copies + cost extra activities (EPHEC).
Study guidance
Teaching Methods
Teaching, seminars, cases (role-playing), individual tasks.
Assessment
- First exam session: oral exam: 50%; permanent assessment 50%
- Second exam session: oral exam 100%
- Examination Board Flemish Community: first and second exam session: oral exam 100 %
Lecturer(s)
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