Eloquence and Sales Behavior

Description

This 30-hour module provides theoretical foundations on how rhetorical practices and consumer psychology help one to 1) deliver an effective pitch; and 2) have productive interactions with other interested parties. We then apply these theoretical foundations to a managerially relevant sales context through 1) an individual sales presentation and 2) a group buyer-seller negotiation. Students demonstrate the learning objectives through four oral presentations, each worth 25% of the final grade. The module is composed of two sections -the first one is meant to provide students with knowledge and skills needed to succeed in personal and professional interpersonal communication. The second one is related to sales and negotiation techniques, with anemphasis on the international environment and B2B transactions.