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