Video Enhanced On-Line Sales and Marketing Management – Module 3: Sales Techniques - (Diploma-Postgraduate)

HRODC Postgraduate Training Institute
In Paris 01 Louvre (France) and Amsterdam (Netherlands)

£ 5,000 - (Rs 4,12,796)
You can also call the Study Centre
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Important information


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

Important information

Where and when

Starts Location
Damrak 1-5, 1012, Noord Holland, Netherlands
See map
Paris 01 Louvre
(75) Paris, France
See map

Course programme

Sales Responsibilities and Preparations

Sales Responsibilities


Database and Knowledge 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


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


Direct Responsive Advertising

Electronic Media

Catalogue Marketing


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




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





Achievements for this centre

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