Presentation: Sales
Brief description
Design and structure of effective presentations
Use of visualisation tools and software
Body language and non-verbal communication in sales
Adaptation of presentations to customer needs
Feedback and criticism in sales presentations
Case studies of successful sales presentations
Mode of delivery
face to face
Type
compulsory
Recommended or required reading and other learning resources/tools
- Garten, M. (2013): Präsentationen erfolgreich gestalten und halten. Offenbach am Main: Gabal Verlag. (In der Bibliothek der FH des BFI erhalten Studierende freien Zugriff.)
Planned learning activities and teaching methods
Applying and practising sales techniques and reflecting on practical experience, feedback sessions and peer reviews of presentations, group work to develop presentation strategies, use of presentation software and tools
Assessment methods and criteria
40% continuous performance assessment – Assessment criteria: quality of presentation, active participation in group activities
60% written final exam (written self-reflection) – Assessment criteria: correctness of content and methodology, adherence to the criteria of scientific writing
Prerequisites and co-requisites
Module Sales Training 1
Infos
Degree programme
Technical Sales and Marketing (Bachelor)
Cycle
Bachelor
ECTS Credits
2.00
Language of instruction
German
Curriculum
Part-Time
Academic year
2025
Semester
4 SS
Incoming
No
Learning outcome
After successfully completing the course, students are able to:
apply effective presentation techniques in a sales environment,
create convincing sales presentations,
carry out and evaluate sales presentations,
develop clear and memorable sales messages,
adapt presentations to different target groups,
visualise sales arguments and product advantages,
prepare and organise sales meetings and presentations.
Course code
1480-24-01-BB-DE-37