MGI521 Professional Communications (8)
CSU Discipline Area: Unallocated to a CSU Discipline code (OTHER)
Duration: One session
Abstract:
In this subject students will learn to develop blueprints for sales proposals and presentations that clearly, concisely, and credibly present solutions that meets the client's needs. Students will learn tactics for managing the environment, team selling, developing professional sales proposals and presentation materials, and managing customer interactions.
+ Subject Availability Modes and Locations
| Session 2 | |
|---|---|
| Distance | Wagga Wagga |
Continuing students should consult the SAL for current offering details: MGI521
Where differences exist between the Handbook and the SAL, the SAL should be taken as containing the correct subject offering details.
Enrolment restrictions:
Only available to students enrolled in the Graduate Certificate in Account Management (ICT Sales)
Objectives:
Upon successful completion of this subject, students should:
- be able to develop professional sales proposals and presentation materials
- be able to present proposals and presentations clearly and confidently, relating products and services being proposed in terms of value to the customer
- be able to display a positive and assertive behavioural style in all communications.
- be able to employ a range of questioning skills.
- be able to actively listen, checking understanding and interpreting information.
- be able to employ a range of questioning skills.
- be able to actively listen, checking understanding and interpreting information.
- be able to examine different behavioural styles that manage conflict whilst retaining a business relationship, and build commitment in an assertive but non-confrontational manner.
Syllabus:
The subject will cover the following topics:
- Identifying the results the client is trying to achieve. - Identifying client issues - The value the customer places on the solution (and how to convert that into an ROI analysis). - Developing professional sales proposals and presentations - How clients hear, listen, retain and gain understanding of information. - Qualifying opportunities in terms of budget, time and personnel availability - How to validate a proposed solution - The Think on your feet presentation technique . - Team selling
The information contained in the 2013 CSU Handbook was accurate at the date of publication: 24 April 2013. The University reserves the right to vary the information at any time without notice.