INSTRUCTORS:
Soubeniotis Dimitrios
Professor, Department of ODE Univ. Of MacedoniaAddress
Uni. Makedonias, Egnatia 156 View mapCategories
Management & MarketingThe Program is aimed at people who want to improve their sales techniques, but also to people who want to improve their bargaining power regardless of educational level, specialization and employment status. In particular, this program is aimed at Salesmen, Suppliers, Freelancers, Executives of Marketing or Sales Departments, Lawyers, Executives of Real Estate Agencies, Employees of Banking Institutions and Executives of commercial enterprises, but also all those who want to be more expensive.
This program is aimed at people involved in sales as self-employed professionals / entrepreneurs, as business executives or as heads of relevant Departments. The presentations will address issues related to the mapping of the concept "Quality Seller - Winner Seller",by developing "techniques for identifying a customer's real needs", by describing the "characteristics and behavior of a salesperson who wants to be considered successful", by "tactics and tricks that allow us to create satisfied customers" but also by " objection techniques "that a customer probably has (eg I do not have money at the moment, I will take a look at the market and come back, I had bought products from your business again but I was not satisfied, etc).
In any case, the program will impart to the participants the art of "winning their interlocutor" so that both on a personal level (with friends, acquaintances, colleagues, fellow citizens, associates) and on a business level (with suppliers, customers, subordinates, bosses , supervisors, competitors, financiers, representatives of labor, tax and commercial law) to achieve the best possible results.
1. Quality Sales
2. The characteristics of a successful Salesperson (Appearance and Behaviors)
3. How we identify the real needs of customers
4. How we meet the needs of our customers
5. How to Create Duplicate Customers
6. Old customers cost ten times less than new customers
7. What are the main objections and pretexts of Customers not to buy
8. How to deal with objections and pretexts
9. Marketing and Macromarketing
10. Competitiveness or Death
11. Introduction to Negotiations and Bargaining Tests and Approach Techniques
(Compromise, Transaction, Emotional Charging, Reasonable Arguments, Coercion)
12. The phases of a Negotiation
(Preparation, Opening, Detection, Motion, Agreement, Conclusions, Application)
13. Trading Strategies: Win-Win, Win-Lose,
Multi-participatory, Group, Intra-group, Global
14. Argument Development Techniques, Opponent Deception Techniques
15. Body language, Coalition of Forces (Lobbing) - Special Issues of Negotiation.
(A) General categories
The following discount policy applies to each programme unless otherwise specified:
Registrant groups: A 25% discount on tuition fees is offered to each enrolled member of a group of four (4) people or more. The discount is valid with the simultaneous registration of four persons and cannot be combined with any other discount.
One-time payment: A discount applies with a one-time payment of tuition fees. A 5% discount on the tuition fees is available for those who will pay the tuition fees of programmes costing more than 300€ in one payment by bank transfer. This one-time tuition fee discount can be combined with only one discount from the following special categories.
Β) Discount special categories
The following special discount categories do NOT apply cumulatively.
A 50% discount on the tuition fees is available for students who work at the University of Macedonia.
Those who are students or graduates of the University of Macedonia and have completed a programme at the CeLL of the University of Macedonia in the past are entitled to a 20% discount on tuition fees.
A 15% discount on tuition fees is available for those who have completed a programme at the CeLL of the University of Macedonia in the past.
Students or graduates of the University of Macedonia are entitled to a 15% discount on tuition fees.
A 15% discount on the tuition fees is granted to those who belong to the category of people with disabilities or families with a large number of children.
Unemployed persons are entitled to a 10% discount on tuition fees, upon presentation of a valid unemployment card.
In order to document the validity of the discounts selected in the registration form, the trainee must send to the administrative support department in good time and in the original or in a certified copy the relevant supporting documents, before the start of the selected Programme. In case of non-timely sending or non-confirmation of the validity of the submitted supporting documents, the CeLL reserves the right to revoke the discount granted and to claim any resulting monetary difference.
The CeLL of the University of Macedonia reserves the right to change the percentages of discounts and other offers on the initial tuition prices throughout the current Study Cycle without prior notice. Any changes do not affect those already registered.
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