Sales Training and Job Application Training

Sales training Strategic conversation and negotiation methods and techniques - Customer management and development of closing skills - Understanding one's role in sales - Argument and motive in the context of communication behavior Job application training Requirements for application papers – Assessment of own qualifications / diagnosis of professional competence – Interview strategies

Mode of delivery

face to face

Type

compulsory

Recommended or required reading and other learning resources/tools

Birkenbihl: Psychologisch richtig verhandeln (The psychology of negotiating correctly) Wage: Psychologie und Technik des Verkaufsgespräches (The psychology and techniques sales talks) Hesse/Schrader: Das perfekte Vorstellungsgespräch (The perfect job interview)

Planned learning activities and teaching methods

Introductory lecture, group work

Prerequisites and co-requisites

none

Infos

Degree programme

Banking and Finance (Bachelor)

Cycle

Bachelor

ECTS Credits

3.00

Language of instruction

German

Curriculum

Full-Time

Academic year

2021

Semester

4 SS

Incoming

Yes

Learning outcome

After the successful completion of this course the students will be able to quickly focus on and adapt to the situation and their clients, to determine the desired outcome with the client at the beginning of the talk, to set appropriate key activities, to sensibly use technical tools with the aid of creative techniques in order to develop additional solutions by means of these methods and to efficiently implement them, to prepare compelling and attractive job application packages, to behave appropriately in job interviews

Course code

0229-12-01-VZ-DE-53