Sales and Marketing

General Data
Academic program	General Engineering Program			Module Manager(s) : MONAGHAN Erin
EC Type : Lectures	Sales and Marketing (LIIAem09ESaMar)
Tutorials : 12h00 Total duration: 12h00	Status	Period Semester 9	Teaching language : French/English

General objectives
Become capable of better integration into the company as an engineer, through a global vision of the different functions in the company, and with better understanding of the language and issues of sales & marketing. Students will be able to: -Understand sales & marketing concepts -Market a product or service to prospects, clients, managers or investors. -Create interest for a product or service -Give public presentations -Perform cold-calling prospecting. -Make a sales call.

General objectives

Become capable of better integration into the company as an engineer, through a global vision of the different functions in the company, and with better understanding of the language and issues of sales & marketing. Students will be able to:
-Understand sales & marketing concepts
-Market a product or service to prospects, clients, managers or investors.

-Create interest for a product or service
-Give public presentations
-Perform cold-calling prospecting.
-Make a sales call.

Content
1 - Marketing * Marketing challenges * Responding to challenges * The different types of marketing * Marketing studies * Segmentation * The 4 Ps * Building an image * Case studies: Apple, Nespresso and Easyjet data management 2 - Sales * The importance of sales * The different types of sales * A salesperson's qualities * The sales cycle * Benefits, advantages, functionalities * Case study: Dyson * Objection management * Negotiation * Role playing: practical exercises

Content

1 - Marketing
* Marketing challenges
* Responding to challenges
* The different types of marketing
* Marketing studies
* Segmentation
* The 4 Ps
* Building an image
* Case studies: Apple, Nespresso and Easyjet data management

2 - Sales
* The importance of sales
* The different types of sales
* A salesperson's qualities
* The sales cycle
* Benefits, advantages, functionalities
* Case study: Dyson
* Objection management
* Negotiation
* Role playing: practical exercises

Corequis
None

Assessment(s)
N°	Nature	Coefficient	Observable objectives
1	Continuous Assessment	1	Become capable of better integration into the company as an engineer, through a global vision of the different functions in the company, and with better understanding of the language and issues of sales & marketing. Students will be able to: -Understand sales & marketing concepts -Market a product or service to prospects, clients, managers or investors. -Create interest for a product or service -Give public presentations -Perform cold-calling prospecting. -Make a sales call.