Informační systém Vysoké školy polytechnické Jihlava
IS VŠPJ
Sales Foundations including Prospecting
Studijní plán:
| Předmět | Sales Foundations including Prospecting (SF) |
|---|---|
| Garantuje | Katedra cestovního ruchu (KCR) |
| Garant | |
| Jazyk | anglicky |
| Počet kreditů | 2 |
| Prezenční studium | |
|---|---|
| Cvičení | 2 h |
| Kombinované studium | |
| Dotace | Předmět je v kombinované formě studia vyučován formou konzultací. |
| Studijní plán | Typ | Sem. | Kred. | Ukon. |
|---|---|---|---|---|
| V | 2 kr. | ZA | ||
| Erasmus - Aplikovaná informatika - příjezd na krátkodobý studijní pobyt | PV | 1 | 2 kr. | KZ |
| Erasmus - Finance a řízení - příjezd na krátkodobý studijní pobyt | PV | 1 | 2 kr. | KZ |
| Erasmus - Počítačové systémy - příjezd na krátkodobý studijní pobyt | PV | 1 | 2 kr. | KZ |
| Erasmus - Porodní asistentka - příjezd na krátkodobý studijní pobyt | PV | 1 | 2 kr. | KZ |
| Erasmus - příjezd na krátkodobý studijní pobyt | PV | 1 | 2 kr. | KZ |
| Erasmus - Všeobecná sestra - příjezd na krátkodobý studijní pobyt | PV | 1 | 2 kr. | KZ |
| Erasmus - Zdravotně sociální pracovník - příjezd na krátkodobý studijní pobyt | PV | 1 | 2 kr. | KZ |
Sylabus
- Sales process - rules and sequence
- Sales skills, importance of listening, questioning techniques
- Specifics of hotel and travel sales
- Inter-cultural aspect of hospitality sales
- Business potential of customers
- Handling objections
- Closing the deal
- Looking for new customers, preparation for the first call
- Case study examples from real life
Doporučená literatura
Anotace
In this course student will learn of basic sales techniques explaining the difference of sales in hospitality vs. sales of other goods and services. Student should be aware of inter-cultural aspect of hospitality sales, learn how to handle customers from different countries and traditions. Students will learn what is important to learn and know of business customers and where to find the information. Student will learn of rules and sequence of the sales process and how to successfully close the deal. How to deal with objections and present confidently their product and talk about rate. Rate as such will not be the subject of this course. Students will learn how and where to look for new customers and how to prepare and plan for the very first contact with new customers.
There will be practice for students.
There will be few case study examples for students to try themselves on.
Class is thought in English.
This course is written to be highly inter-active and there should not be more than 40 participants, high participation will be required from students, they will have to successfully pass the case study exercise.
There will be practice for students.
There will be few case study examples for students to try themselves on.
Class is thought in English.
This course is written to be highly inter-active and there should not be more than 40 participants, high participation will be required from students, they will have to successfully pass the case study exercise.
Pracuji, vyčkejte prosím