Course
Trade Negotiation

  • Level: Master 1
  • Period: Semester 2
  • Language: English
  • Credits: 3 ECTS
  • Teacher/Coordinator: Alain Millecamps

Main Objectives

To be able to negotiate with professional buyers and to understand and plan the different steps of a structured selling appointment.

Skills Developed

  • Assume the sales function in the actual global market.
  • Differentiate the selling act and the negotiation act
  • Manage the different steps of the selling process

 

General Content

Theory , practice , presentations.

  • The constraints of a commercial call in B to B
  • The sales function in the actual global market.
  • Differentiate the selling
  • Understand the customer’s concept
  • Doing the pitch and deal with the objections
  • Negotiate with the relevant major tools
  • Close the sales, make a contract, and follow up
  • Understand the purchasing approach
  • Key Account Management process

 

Evaluation

Continuous assessment

Contact

Alain Millecamps
Professor
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