Selling and Negotiating in English
Name: Kosta Heerlien
Student number: 653704
Class: 4B
Educational Institution: Inholland
Program: Business Studies
Year: 2023
1
,Selling and Negotiation in English
Portfolio
Name: Kosta Heerlien
Student number: 653704
Class: 4B
Educational Institution: University of Applied Sciences Inholland
Location: Rotterdam
Program: Business Studies
Specialization: Marketing
Year: 2023
Unit of study: OE155B
Date: January 16th, 2023
2
, Inhoudsopgave
Chapter 1: Buyer ............................................................................................................................................. 4
1.1 Buyers plan ................................................................................................................................................... 4
1.1.1 Product needs ....................................................................................................................................... 4
1.1.2 Queries.................................................................................................................................................. 4
1.1.3 Objections ............................................................................................................................................. 5
1.2 Reflection ...................................................................................................................................................... 6
Chapter 2: Seller ............................................................................................................................................. 7
2.1 Sales talk plan ............................................................................................................................................... 7
2.1.1 SPIN-Questions ..................................................................................................................................... 7
2.1.2 Product characteristics ......................................................................................................................... 8
2.1.3 Objections and counter objections ....................................................................................................... 8
2.2 Reflection .................................................................................................................................................... 10
Appendix 1: Feedback round 1...................................................................................................................... 11
ASSESSMENT FORM SALES TALKS for instructor ........................................................................................ 11
FEEDBACK FORM for PEER REVIEW 1 ............................................................................................................ 13
Appendix 2: Feedback round 2...................................................................................................................... 15
ASSESSMENT FORM SALES TALKS for instructor ........................................................................................ 15
FEEDBACK FORM for PEER REVIEW 2 ............................................................................................................ 17
3
Name: Kosta Heerlien
Student number: 653704
Class: 4B
Educational Institution: Inholland
Program: Business Studies
Year: 2023
1
,Selling and Negotiation in English
Portfolio
Name: Kosta Heerlien
Student number: 653704
Class: 4B
Educational Institution: University of Applied Sciences Inholland
Location: Rotterdam
Program: Business Studies
Specialization: Marketing
Year: 2023
Unit of study: OE155B
Date: January 16th, 2023
2
, Inhoudsopgave
Chapter 1: Buyer ............................................................................................................................................. 4
1.1 Buyers plan ................................................................................................................................................... 4
1.1.1 Product needs ....................................................................................................................................... 4
1.1.2 Queries.................................................................................................................................................. 4
1.1.3 Objections ............................................................................................................................................. 5
1.2 Reflection ...................................................................................................................................................... 6
Chapter 2: Seller ............................................................................................................................................. 7
2.1 Sales talk plan ............................................................................................................................................... 7
2.1.1 SPIN-Questions ..................................................................................................................................... 7
2.1.2 Product characteristics ......................................................................................................................... 8
2.1.3 Objections and counter objections ....................................................................................................... 8
2.2 Reflection .................................................................................................................................................... 10
Appendix 1: Feedback round 1...................................................................................................................... 11
ASSESSMENT FORM SALES TALKS for instructor ........................................................................................ 11
FEEDBACK FORM for PEER REVIEW 1 ............................................................................................................ 13
Appendix 2: Feedback round 2...................................................................................................................... 15
ASSESSMENT FORM SALES TALKS for instructor ........................................................................................ 15
FEEDBACK FORM for PEER REVIEW 2 ............................................................................................................ 17
3
