Selling and Negotiating in English
Name: Chantal Dekker
Student number: 646460
Class: ALBSMAVT4B-2
Educational Institution: Inholland
Program: Business Studies
Year: 2022-2023
,Selling and Negotiation in English
Portfolio
Name: Chantal Dekker
Student number: 646460
Class: ALBSMAVT4B
Educational Institution: University of Applied Sciences Inholland
Location: Alkmaar
Program: Bachelor Business Studies
Specialization: Marketing
Year: 2022-2023
Unit of study: OE155B
Lecturer: Marieke van Beurden
Date: January 16th 2023
1
, Table of Contexts
Chapter 1: Seller..................................................................................................................... 3
1.1 Sales talk plan............................................................................................................... 3
1.1.1 SPIN-Questions......................................................................................................3
1.1.2 Product characteristics............................................................................................4
1.1.3 Objections and counter objections..........................................................................4
1.2 Reflection....................................................................................................................... 5
Chapter 2: Buyer..................................................................................................................... 7
2.1 Buyers plan.................................................................................................................... 7
2.1.1 Product needs......................................................................................................... 7
2.1.2 Queries................................................................................................................... 7
2.1.3 Objections............................................................................................................... 8
2.2 Reflection....................................................................................................................... 9
Appendix............................................................................................................................... 10
Appendix 1: Feedback round 1..........................................................................................11
Appendix 2: Feedback round 2..........................................................................................15
2
Name: Chantal Dekker
Student number: 646460
Class: ALBSMAVT4B-2
Educational Institution: Inholland
Program: Business Studies
Year: 2022-2023
,Selling and Negotiation in English
Portfolio
Name: Chantal Dekker
Student number: 646460
Class: ALBSMAVT4B
Educational Institution: University of Applied Sciences Inholland
Location: Alkmaar
Program: Bachelor Business Studies
Specialization: Marketing
Year: 2022-2023
Unit of study: OE155B
Lecturer: Marieke van Beurden
Date: January 16th 2023
1
, Table of Contexts
Chapter 1: Seller..................................................................................................................... 3
1.1 Sales talk plan............................................................................................................... 3
1.1.1 SPIN-Questions......................................................................................................3
1.1.2 Product characteristics............................................................................................4
1.1.3 Objections and counter objections..........................................................................4
1.2 Reflection....................................................................................................................... 5
Chapter 2: Buyer..................................................................................................................... 7
2.1 Buyers plan.................................................................................................................... 7
2.1.1 Product needs......................................................................................................... 7
2.1.2 Queries................................................................................................................... 7
2.1.3 Objections............................................................................................................... 8
2.2 Reflection....................................................................................................................... 9
Appendix............................................................................................................................... 10
Appendix 1: Feedback round 1..........................................................................................11
Appendix 2: Feedback round 2..........................................................................................15
2
