Country : Australia
Assignment Task:

Task:

Paskonviendeloin case
This travel agency sells stays and flights to BtoB companies: trips for the employees (cruises, language stays), and the company:
- Tickets for the employees (flights, train tickets)
- Team building session (cohesion of the collaborators) : escape games, rafting...
- VIP events for big customers (concerts, golf tournements...)
- Events for the business units (departments), for example clubs rewarding the best performers (Hawai, Singapour)

 

Après avoir décrit les techniques 1 à 6 (le contenu n’est pas dans votre cours), vous devrez prendre des exemples dans le monde du tourisme pour l’agence

Paskonviendeloin

Travail de recherche :
1) Identifiez et catégorisez les motivations d’un client BtoB (trouvez des méthodes comme par exemple la méthode PICSOU), donnez des exemples concrets sur le cas
2) Listez et décrivez les méthodes d’écoute active et de questionnement (exemple méthode CQQCOQP), donnez des exemples concrets sur le cas
3) Identifiez les types de question (ouverte simple, relais, de controverse, miroir, suggestive, fermée simple, dichotomique, alternative, à choix multiple, échelle de Likert, suggestive, filtre...), donnez des exemples concrets sur le cas

 

After having described the techniques from 1 to 6 (the content is NOT in your course), you will provide examples d, either in the world of tourism (for the agency Paskonviendeloin OR in your sector of activity)

Research work:
1) Identify and categorize the different ways/techniques to identify the motivations of a BtoB customer (find the methods, such as PICSOU), give precise examples on the business case
2) List and describe the methos of active listening and questioning (example CQQCOQP method), give precise examples on the business case
3) Identify the types of questions (ouverte simple, relais, de controverse, miroir, suggestive, fermée simple, dichotomique, alternative, à choix multiple, échelle de Likert, suggestive, filtre...), give precise examples on the business case

 

(par groupes de 4)

Travail de recherche :
4) Comment construire un argumentaire de vente (exemple méthode CAB ou SIMAC) ? Donnez des exemples concrets sur le cas
5) Listez les objections types d’un prospect (exemple SONCAS), donnez des exemples concrets sur le cas pour contrer 5 attitudes négatives : la critique ; le scepticisme ; l'objection ; le malentendu ; l'indifférence
6) En regard de chaque objection indiquez la ou les réponses possibles, donnez des exemples concrets sur le cas

 

4) How to build your arguments list of sales points(example method CAB or SIMAC)? give precise examples on the business case
5) List all the potential objections from a prospect (example SONCAS), give precise examples on the business case in order to face 5 negative attitudes: critics; scepticism; objection; misunderstanding; indifference
6) In front of each objection, indicate potential answers, give precise examples on the business case

 

Travail individuel ou par groupe à remettre en Powerpoint à votre délégué sur wetransfer, votre délégué m’enverra ensuite une invitation sur dbeaulieu3@gmail.com le soir-même.
Bonne découverte !
Et faites attention à vous...

 

Iindividual work OR groupwork (groups of 4) given in a Powerpoint
docuement to your class rep, and he will then send me a wetransfer invitation dbeaulieu3@gmail.com the day of the dead line
Happy discovery!
And take care...

 

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  • Posted on : January 21st, 2019
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