Insurance Management

Personal Skills and Communication in Sales

Tutorial, 2.00 ECTS

 

Course content

This course develops the individual methodical and personal skills of the participants. The students develop their respective portfolio of competencies and discuss communication techniques and their application in practice.

The core contents of this course include:
[1] Personal skills; development of students' portfolios of competencies;
[2] Theory of communication techniques; practical application;
[3] Communication training (small groups), simulation of situations from the bank and insurance sector (e.g. sales meetings, product presentations).
Optional contents can include:
[4] Alternative/creative presentation techniques.

Learning outcomes

Graduates have detailed knowledge of communication techniques and are able to use them in a wide variety of situations (e.g. customer meetings, lectures, product presentations). They are aware of their competencies and, within these, their strengths and weaknesses and can work with them in a targeted manner.
Graduates thus develop the basis for the development of extended social and leadership skills, which they can use in their daily work.

Recommended or required reading and other learning resources / tools

References: Litke et al (2012): Projektmanagement, Best of, Haufe. Moormann/Schmidt (2006): IT in der Finanzbranche, Springer. Patzak/Rattay (2008): Projektmanagement, Linde.
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Mode of delivery

2 ECTS: Übung (tutorial)

Prerequisites and co-requisites

n/a

Assessment methods and criteria

UE: assessment of active course participation