Video Enhanced On-Line Sales and Marketing Management – Module 3: Sales Techniques - (Diploma-Postgraduate)
Training
In Amsterdam (Netherlands) and Paris 01 Louvre (France)
*Indicative price
Original amount in GBP:
£ 5,000
Description
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Type
Training
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Location
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Duration
5 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
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
Video Enhanced On-Line Sales and Marketing Management – Module 3: Sales Techniques - (Diploma-Postgraduate)
*Indicative price
Original amount in GBP:
£ 5,000