Key words
Sales Management, IWETO-code: S191 Market Research
Objectives
The student obtains insight in the marketing environment of the financial sector of services and of the sector of insurances.
He obtains the skill to hold a sales talk and finish this talk with success.
Topics
Buying behaviour of the consumer (especially for financial services)
The marketing environment of financial services and products of insurance (including the advantages and disadvantages for the client)
Organisation of sale (including sales techniques)
Prerequisites
Basic knowledge of management/marketing
Final Objectives
Knowledge
General:
Job-related (specific):- Having insight in the significance of marketing for the financial service sector
- Knowledge of sales techniques
- Knowledge of communication and presentation techniques
Skills
General:- Ability to work systematically
- Work independently
- Consult sources
- Communication skills
Job-related (general):- Ability to negotiate
- Ability to work as a team
- Ability to argue
- Organising (analysing, outlining, drawing up a hierarchy) of information
- Ability to express oneself correctly
- Ability to draw up a report independently
- Ability to organise one's own work as well as the work organisation
- Ability to distinguish problems
- Ability to think in an analytical and problem-solving way
Job-related (specific):- Being communicative towards clients and co-workers
- Collect, process, lay up and use relevant information
- Apply the principles of marketing on financial services and products of insurance
- Respect the terms and comply with made arrangements
- Take on a suitable attitude when talking to clients and third parties
- Ability to give an accurate description of the problem and being able to distinguish main points from side issues through listening and phrasing questions
- Ability to formulate alternative scenarios
- Ability to draw up and check tenders
Attitudes
General:- Involvement
- Sense of cooperation
- Client-oriented
- Being critical
- Being creative
- Precision and accuracy
- Self-confidence
Job-related (general):- Awareness of image
- Aimed at providing service
- Coordination with others
- Communication-oriented
- Willingness to listen
- Flexibility
- Work systematically
- Assertiveness
- Perseverance
- Immune for stress
- Independence - ability to work independently
Job-related (specific):- Willingness to establish contact with clients and co-workers
- When talking to clients be evidence of commercial insight, empathy, persuasiveness and awareness of quality
- When talking to co-workers be evidence of assertiveness, empathy, loyalty, solidarity, sense for cooperation
- Distil goal-oriented or relevant information
- Ability to be accurate in phrasing your questions
- Willingness to go deeply into a problem
- Willingness to ask for advice yourself
- Being critical towards one's own conclusions
Materials used
Syllabus
Study costs
Syllabus at the unit price determined under Hogeschool rules.
Study guidance
The student can always go to the lecturer when having questions or needing guidance.
Teaching Methods
Lecture supplemented with exercises, assignments, role-playing.
Assessment
- First exam session: 30% continuous assessment and 70% written exam
- Second exam session: 100% oral exam
Students only enrolled for taking the exams:- First exam session: 30% individual assignment and 70% written exam
- Second exam session: 100% oral exam
Lecturer(s)
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