Visualisation plan de cours
2026 / 2027
EM09FM07
Sales Techniques in International Context
Programme
PGE PGE3
Semestre
B
Coefficient
3
Volume horaire
Face à face : 24 H
Travail personnel indicatif : 48 H
Discipline
Sales management / Negotiation
Nombre de places
45
Cours ouvert aux étudiants visitants
Non
Langue d'enseignement
Anglais
Responsable
LEFAKIS
Discipline
Sales management / Negotiation
Descriptif
Sales are an integral part of our daily lives. We sell our ideas, decisions, and choices, and more broadly, we aim to persuade and negotiate as effectively as possible. The sales profession has evolved significantly. Door-to-door selling has disappeared in a world where everything can be bought online. Today, sales roles require a diverse set of skills, especially in B2B, where clients are highly professional and well-informed. Sales are increasingly conducted at an international level. Whether or not one plans to pursue a career in sales, the concepts covered will be valuable regardless of the future position. The course will be based on numerous simulations and exercises to place students in real-life situations. Course in English.MAC
Appliquer une vision stratégique et managériale dans un contexte international et multiculturel/Apply a strategic and ma
3 ECTS
Contribution pédagogique du cours au programme
Develop impactful management using the latest knowledge and tools in the fields of management |
|---|
| Determine a strategic and managerial vision in a complex, uncertain and changing environment |
| Design solutions adapted to organizational problems by applying relevant methodologies |
Develop advanced managerial skills for responsible leadership |
| Defend own ideas effectively, both orally and in writing, with a professional attitude |
Objectifs pédagogiques - COGNITIVE DOMAIN
A l'issue du cours, l'étudiant(e) devrait être capable de / d'...
- distinguish between different sales techniques based on customer needs and market contexts.
- implement the core practices of sales prospecting.
- use the key methods of sales argumentation.
Objectifs pédagogiques — Objectifs de développement durable (ODD)
ODD portés par la politique RSO de l'EM.
Plan / Sommaire
The sales function and its representations
Influence in sales
Negotiation contexts
Sales prospecting
Sales argumentation
Sales interview
Sales interview (simulations)
Sales roles
Specificities of sales management
The salesperson and digital tools
Sales and the sales function in international contexts
Influence in sales
Negotiation contexts
Sales prospecting
Sales argumentation
Sales interview
Sales interview (simulations)
Sales roles
Specificities of sales management
The salesperson and digital tools
Sales and the sales function in international contexts
Prérequis nécessaires
Connaissances en / Notions clés à maîtriser
Basic knowledge of marketing.Supports pédagogiques
Mandatory tools for the course
- ComputerDocuments in all formats
- Newspaper articlesMoodle platform
- Upload of class documents- Interface to submit coursework
- Assessments
Software
- Other : LINKEDINManuels/ouvrages obligatoires
Kotler, P., Keller, K. L. (2016). Marketing Management (15th ed.). Pearson.Rackham, N. (1988). SPIN Selling. McGraw-Hill.
Jobber, D., Lancaster, G. (2019). Selling and Sales Management (11th ed.). Pearson.
Dixon, M., Adamson, B. (2011). The Challenger Sale: Taking Control of the Customer Conversation. Portfolio.
Ingram, T. N., LaForge, R. W., Avila, R. A., Schwepker, C. H., Williams, M. R. (2019). Sales Management: Analysis and Decision Making (10th ed.). Routledge.
Moncrief, W. C., Marshall, G. W. (2020). Contemporary Selling: Building Relationships, Creating Value (4th ed.). Routledge.
Miller, H., Heiman, S. E., Tuleja, T. (2005). The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies. Business Plus.
Adossement à la recherche
Bibliographie/références académiques
Values-based Selling: The Art of Building High-trust Client Relationships for Financial Advisors, Insurance Agents and Investment Reps Bill Bachrach Aim High Pub., 1996 - 368 pagesTravaux de recherche de l'EM
Comment les commerciaux B-to-B utilisent les réseaux sociaux professionnels: une analyse par les pratiques, L Schmitt, E Casenave, J Pallud, Decisions Marketing 104 (4), 69-88Modalités d'évaluation
Liste des modalités d'évaluation
Evaluation intermédiaire / contrôle continu 1
Compétence mesurée
Non renseignée
Evaluation intermédiaire / contrôle continu 2
Compétence mesurée
Non renseignée