Sales and Marketing Management – Module 2: Sales Environment (Diploma-Postgraduate)
Training
In Kuala Lumpur (Malaysia), Dubai (United Arab Emirates), Manila (Philippines) and 4 other venues
*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
Start date
Start date
Start date
Start date
Start date
Reviews
Course programme
Course Contents, Concepts and Issues
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
Sales and Marketing Management – Module 2: Sales Environment (Diploma-Postgraduate)
*Indicative price
Original amount in GBP:
£ 5,000