Course Description

Course Name

Personal Selling and Negotiation

Session: VPRS3122

Hours & Credits

3 US Credits

Prerequisites & Language Level

MKTG 210 - Introductory Marketing or its equivalent

Taught In English

  • There is no language prerequisite for courses at this language level.


The course is structured on "thematic" sessions. Each session is based around a particular group of subjects that follow a theme. Each of the individual subject areas are supported by case study exercises. This course is designed to be interactive, experiential, and pragmatic as well as conceptual and creative. The course approach : A knowledge transfer segment covering a specific topic. The topic is then integrated with the Case Study coverage in the same period. Each segment concentrates on the key principles, techniques and vocabulary related to that topic. The range of topics is detailed in the course description.
The learning by doing segment, a case study, role-play, and other practical exercises that are designed to promote a general awareness of the subject and to develop the student?s presentation skills.

To expose the students to a blend of time-proven fundamentals and new selling practices needed to succeed in today?s economy. Students will learn how to cope with new forces shaping the world of sales and marketing. Throughout the course: Developing, perfecting, and delivering a Personal Brand ?elevator pitch? presentation.

Upon completion of this course, students should be able to:

  • Apply theories of buyer motivation.
  • Explain and demonstrate one?s product and/or service
  • Create a prospecting plan.
  • Adapt to various communication styles.
  • Develop ethical sensitivity in negotiating with people
  • Anticipate and handle sales resistance.
  • Develop and use closing techniques.
  • Have a better understanding of her/his personal brand essence and personal brand role


*Course content subject to change