Sales and Marketing Management-(Diploma-Postgraduate)
Training
In Paris 01 Louvre (France) and Amsterdam (Netherlands)
*Indicative price
Original amount in GBP:
£ 20
Description
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Type
Training
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Location
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Duration
20 Days
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Start date
Different dates available
Suitable for: Sales / Marketing Managers. Relationship Managers / Executives. Product and Business Development Managers. Sales Professionals. Marketing Officers. Marketing Support Personnel. Sales Managers. Sales Executives. Sales Personnel. Key Account Specialists. Anyone who wish to upgrade their skills to function effectively in the sales and marketing environment
Facilities
Location
Start date
Start date
Start date
Reviews
Course programme
Course Contents, Concepts and Issues
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
Sales and Marketing Management-(Diploma-Postgraduate)
*Indicative price
Original amount in GBP:
£ 20