Sales And Marketing Management

HRODC Postgraduate Training Institute
En Central London (Inglaterra)

Más de $ 9000

Información importante

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

Limited Objectives: By the conclusion of the specified learning and development activities, delegates will be able. to: Understand the implications of production, sales and marketing orientations. Appreciate why selling generally has a negative image. Know where selling fits into the marketing mix. Identify the responsibilities of sales management. Recognise the role of selling as a career.
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
A definir
A definir
Central London
Carburton Street, W1W 5EE, London, Inglaterra
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¿Qué aprendés en este curso?

Database training
Public Relations
Sales Techniques
Key Account Management
Direct Marketing
Marketing Management
Communication Training
IT Development
IT Management
Skills and Training
Sales Training
Sales and marketing
Marketing Mix
Sales Marketing
Sales Perspective
Sales Environment
Sales Management


Modules Title:

Module 1 - Sales and Marketing: Sales Perspective
Module 2 - Sales and Marketing:Sales Environment
Module 3 - Sales and Marketing:Sales Techniques
Module 4 - Sales and Marketing:Sales Management

Course Contents:

Module 1 - Sales and Marketing: Sales Perspective

  • Development and Role of Selling in Marketing
  • Characteristics of Modern Selling
  • Business to Consumer Markets (B2C)
  • Different Types of Consumer Markets
  • Fast Moving Consumer Goods (FMCG)
  • Semi-Durable Consumer Goods
  • Durable Consumer Goods
  • Types of Selling
  • Business to Business (B2B)
  • The Duties and Responsibilities of a Sales Manager
  • Marketing Segmentation and Targeting
  • The Marketing Mix
  • Price
  • Product
  • Promotion
  • Place
  • The Product Life-Cycle Curve
  • Sales Strategies
  • Marketing Analysis or Marketing Audit
  • The Planning Process
  • The External Audit consists of an Analysis of Broad Macro-Environment Trends
  • Political
  • Economic
  • Socio-Cultural
  • Technological (PEST)
  • Hierarchy of the Marketing Plan
  • Contribution of the Sales Function
  • The Promotional Mix
  • Advertising
  • Sales Promotion
  • Publicity/Public Relations
  • Personal Selling
  • Direct Marketing
  • Interactive/Internet Marketing
  • Stages in the Buying Process

Module 2: Sales Environment

  • Consumer and Organisational Buyer Behaviour
  • Differences between Consumer and Organisation Buying
  • Consumer Buyer Behaviour
  • Who is Important in the Buying Decision?
  • How do they Buy?
  • What are they Choice Criteria?
  • Where do they Buy?
  • What do they Buy?
  • The Organisation Decision-Making Process
  • Who Buys?
  • Initiator
  • Influencer
  • Decider
  • Buyer
  • User
  • Influences on Organisational Purchasing Behaviour
  • Factors Affecting the Consumer Decision-Making Process
  • The Buying Situation
  • Personal Influences
  • Social Influences
  • The Product Type
  • Materials
  • Components
  • Plant and Equipment
  • Products and Services for Maintenance, Repair and Operation (MROs)
  • Developments in Purchasing Practice
  • Just-in-Time Purchasing (JIT)
  • Centralised Purchasing
  • Systems Purchasing
  • Reverse Marketing
  • Leasing
  • Sales Settings
  • Behavioural Forces
  • Rising Consumer and Organisational Buyer Expectations
  • Customer Avoidance of Buyer-Seller Negotiations
  • Expanding Power of Major Buyers
  • Globalisation of Markets
  • Fragmentation of Markets
  • Managerial Forces
  • Employing Direct Marketing Techniques
  • Improving Co-operation between Sales and Marketing
  • Encouraging Sales People to Attend Training Programmes and Acquire
  • Professional Qualifications
  • Characteristics of Sales Channels
  • Direct
  • Selective
  • Intensive
  • Exclusive
  • Types of Production
  • Job (or unit or project) Production
  • Batch Production
  • Flow (or mass or line) Production
  • Process (or continuous) Production
  • Public Relations (PR)
  • Effective Public Relations
  • International Selling
  • International Selling at Company Level
  • Organisation for International Selling
  • Multinational Marketing
  • International Marketing
  • Exporting
  • Direct Methods of Overseas Selling
  • Subsidiary Companies
  • Joint Ventures
  • Direct Selling
  • Law and Ethical Issues
  • Terms and Conditions
  • False Descriptions
  • Ethical Issues
  • Bribery
  • Deception
  • The Hard Sell
  • Reciprocal Buying

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

Module 4: Sales Management

  • Recruitment and Selection
  • The Importance of Selection
  • Preparation of the Job Description and Specification
  • The Title of the Job
  • Duties and Responsibilities
  • To Whom They will Report
  • Technical Requirements
  • Location and Geographical Area to be Covered
  • Degree of Autonomy
  • Stages in the Recruitment and Selection Process
  • Identification of Sources of Recruitment and Methods of Communication
  • Main Sources of Recruitment
  • Designing an Effective Application Form and Preparing a Shortlist
  • Motivation and Training
  • Hertzberg
  • Physical Working Conditions
  • Security
  • Salary
  • Interpersonal Relationships
  • Vroom’s Expectancy Theory
  • Expectancy
  • Instrumentality
  • Valence
  • Adam’s Inequity Theory
  • Monetary Rewards
  • Workload
  • Promotion
  • Degree of Recognition
  • Supervisory Behaviour
  • Targets
  • Tasks
  • Leadership
  • Training Programme
  • Components of Training Programme
  • Criteria Used to Evaluate Training Courses
  • Organisation and Control
  • Sales Territory
  • Compensation and Sales Volume
  • Sales Forecasting and Budgeting
  • Marketing Forecasting
  • Short-term Forecasts
  • Medium-term Forecasts
  • Long-term Forecasts
  • Diffusion Models
  • The Budgetary Process
  • Sales Force Evaluation
  • Sales Force Evaluation Process
  • The Central Role of Evaluation in Sales Management
  • Attainment and Setting of Objectives
  • Compensation
  • Training
  • Motivation

Información adicional

Sales And Marketing Management - Leading to Diploma-postgraduate, Accumulating to Postgraduate Diploma, Progressing to Ma, Mba, Msc , Incorporating Business to Business Selliing, Market Segmentation And Marketing, Product Life Cycle, Marketing Plan, Public Relations, Sales Presentations Planning (london, Uk)