Course: Professional Skills 6 credits: 5
- Course code
- CIVB20SKI6
- Name
- Professional Skills 6
- Study year
- 2022-2023
- ECTS credits
- 5
- Language
- English
- Coordinator
- L. Dijkstra
- Modes of delivery
-
- Tutorial
- Assessments
-
- Sales Training - Other assessment
- Storytelling - Other assessment
Learning outcomes
Upon successful completion of this course students will be able to:
Sales Training
Storytelling
Sales Training
- Apply the structure of a B2B sales conversation in roleplay.
- Show in roleplay that they can lead a conversation in professional, goal oriented and commercial way.
- Identify the needs of a B2B customer by listening and applying the correct questioning techniques and closing a commercial attractive deal.
- Build a relationship with a customer based on long term partnership.
Storytelling
- Understand why and how stories work in a business and marketing context.
- Use effectively storytelling structures and components to craft a story that sticks;.
- Deliver a compelling business narrative that bridges the gap between stakeholders and a company, in a specific business context.
Content
Level:
Intermediate
Content:
The course uses two topics to provide an inclusive view on which professional skills are needed in IPA 5 and as part of the students’ professional identity. In IPA 6 you will develop a marketing communication campaign, which you will have to sell to your client in a convincing way.
Sales Training
Selling is a profession, where, to be successful, one requires knowledge about his/her product or service, the (prospective) client, the goals aimed for, as well as knowledge about effective sales conversation and negotiation techniques. Since the sales professional is a company’s promotional tool, it is also imperative that one knows how he or she comes across to others, what image he or she evokes and how to effectively influence.
The training session will consist of role play, giving feedback, and learning from each other. You will learn the skills for an effective sales conversation and what phases it is composed of. You will learn to identify the need of the customer and tailor your offer to the need of the customer in order to sell your solution convincingly and successfully.
Storytelling
‘Here’s the story: your business is in a deplorable state: a failed marketing effort left you cashless, your most valuable client left you, your dream about starting a new business … well, things are not going according to plan.
and then… ……. something happens.
A remarkable thing that saves your day, captivates your customer, transforms your business, and makes you sigh with relief and smile. You can't wait to tell your friends about your roller coaster experience during happy hour in your favourite bar.
End of scene.
Storytelling is a powerful business skill. It makes data more compelling and communication more effective. A good story allows people to fall in love with a product and brand, appreciate the value of a service, and feel compelled to act. An essential tool for you as a future marketing professional, wouldn't you think?
In this introductory course, you will learn about the key ingredients that make a story. You will practice finding, crafting, and telling a good business tale, narratives that attract specific audiences, stories that stick.
Literature/study materials:
For the latest info, go to the reading list on intranet: Hanze.nl/marketingprogramme or the Blackboard course.
Intermediate
Content:
The course uses two topics to provide an inclusive view on which professional skills are needed in IPA 5 and as part of the students’ professional identity. In IPA 6 you will develop a marketing communication campaign, which you will have to sell to your client in a convincing way.
Sales Training
Selling is a profession, where, to be successful, one requires knowledge about his/her product or service, the (prospective) client, the goals aimed for, as well as knowledge about effective sales conversation and negotiation techniques. Since the sales professional is a company’s promotional tool, it is also imperative that one knows how he or she comes across to others, what image he or she evokes and how to effectively influence.
The training session will consist of role play, giving feedback, and learning from each other. You will learn the skills for an effective sales conversation and what phases it is composed of. You will learn to identify the need of the customer and tailor your offer to the need of the customer in order to sell your solution convincingly and successfully.
Storytelling
‘Here’s the story: your business is in a deplorable state: a failed marketing effort left you cashless, your most valuable client left you, your dream about starting a new business … well, things are not going according to plan.
and then… ……. something happens.
A remarkable thing that saves your day, captivates your customer, transforms your business, and makes you sigh with relief and smile. You can't wait to tell your friends about your roller coaster experience during happy hour in your favourite bar.
End of scene.
Storytelling is a powerful business skill. It makes data more compelling and communication more effective. A good story allows people to fall in love with a product and brand, appreciate the value of a service, and feel compelled to act. An essential tool for you as a future marketing professional, wouldn't you think?
In this introductory course, you will learn about the key ingredients that make a story. You will practice finding, crafting, and telling a good business tale, narratives that attract specific audiences, stories that stick.
Literature/study materials:
For the latest info, go to the reading list on intranet: Hanze.nl/marketingprogramme or the Blackboard course.
Included in programme(s)
School(s)
- School of Business, Marketing and Finance