Personal Selling and Negotiation

The American Business School Paris

Course Description

  • Course Name

    Personal Selling and Negotiation

  • Host University

    The American Business School Paris

  • Location

    Paris, France

  • Area of Study

    Advertising, Marketing, Public Relations

  • Language Level

    Taught In English

  • Prerequisites

    MKTG 210 - Introductory Marketing or its equivalent

  • Course Level Recommendations


    ISA offers course level recommendations in an effort to facilitate the determination of course levels by credential evaluators.We advice each institution to have their own credentials evaluator make the final decision regrading course levels.

    Hours & Credits

  • US Credits

  • Recommended U.S. Semester Credits
  • Recommended U.S. Quarter Units
  • Overview

    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 Disclaimer

Courses and course hours of instruction are subject to change.


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