Sales And Marketing Management (3): Sales Techniques

HRODC Postgraduate Training Institute
En Central London (Inglaterra)

£ 4.000 - ($ 78.461)

Información importante

  • Curso
  • Central london (Inglaterra)
  • Duración:
    5 Days
  • Cuándo:
    A definir

Suitable for: This course is designed for: Sales / Marketing Managers, Relationship Managers / Executives, Product and Business Development Managers, Sales Professionals, Marketing Officers, Marketing Support Personnel, Sales Managers, Sales Executives and Sales Personnel, Key Account Specialists, Anyone who wish to upgrade their skills to function effectively in the sales and marketing environment

Información importante

Requisitos: Degree or Work Experience


Dónde se enseña y en qué fechas

inicio Ubicación
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A definir
Central London
Carburton Street, W1W 5EE, London, Inglaterra
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¿Qué aprendés en este curso?

Database training
Sales Techniques
Key Account Management
Direct Marketing
Marketing Management
Communication Training
IT Development
IT Management
Skills and Training
Sales Training
Sales and marketing
Sales Marketing
Sales Responsibilities


Course Contents:

Module 3: Sales Techniques

  • Sales Responsibilities and Preparations
  • Sales Responsibilities
  • Prospecting
  • Database and Knowledge Management
  • Self-Management
  • Handling Complaints
  • Providing Service
  • Relationship Management
  • Sales Presentation Planning
  • Key Responsibilities of Sales People
  • Preparations for Sales Negotiations
  • Assessment of the Balance Power
  • Determination of Negotiating Objectives
  • Concession Analysis
  • Proposal Analysis
  • Personal Selling Skills
  • The Personal Selling Process
  • Dealing with Objections
  • The Level of Buyer’s Purchase Intentions throughout a Sales Presentation
  • Closing the Sale
  • Key Account Management
  • What is Key Account Management?
  • Traditional (Bow-Tie) Buyer-Seller Relationship
  • Key Account (Diamond) Based Relationship
  • Key Account Relational Development Model
  • Advantages of Key Account Management to Sellers
  • Close Working Relationship with the Customer
  • Better Follow-up on Sales and Service
  • More in Depth Penetration of the DMU
  • Higher Sales
  • The Provision of an Opportunity for Advancement for Career Salespeople
  • Lower Costs
  • Co-operation
  • Integrated Systems
  • Disadvantage and Dangers of Key Account Management to Sellers
  • Advantages of Key Account Management to Customers
  • Improved Service
  • Improved Communication and Co-ordination
  • Improved Terms
  • Avoidance of Switching Costs
  • Customised Offerings
  • Integrated Systems
  • Co-operation on Research and Development
  • Key Account Planning System
  • Potential Dangers for Customers
  • Relationship Selling
  • Internal to External Focus of Total Quality Perspective
  • Marketing Information System
  • Direct Marketing
  • What is Direct Marketing?
  • Methods of Direct Marketing
  • Direct Mail
  • Telemarketing
  • Direct Responsive Advertising
  • Electronic Media
  • Catalogue Marketing
  • Inserts
  • Door-to-Door Leafleting
  • Text Messaging
  • Database Marketing
  • Typical Information Stored on a Database
  • Information on Actual Potential Customers
  • Transactional Information
  • Promotional Information
  • Product Information
  • Geodemographic Information
  • Setting Campaign Objectives
  • Financial
  • Communications
  • Marketing
  • Creative Decisions
  • Communication Objectives
  • Target Market Analysis
  • Brand Benefits and Weaknesses
  • Development of the Offer
  • Message Communication
  • Action Plan
  • Campaign Execution and Evaluation
  • Internet and IT Applications in Selling and Sales Management
  • Four Levels of E-Commerce
  • Integrate
  • Transact
  • Interact
  • Publish

Información adicional

Sales And Marketing Management (3): Sales Techniques - Leading to Diploma-postgraduate, Accumulating to Postgraduate Diploma, Progressing to Ma, Mba, Msc , Incorporating (london, Uk)