Sales & Marketing Management

Course Details :

INTRODUCTION TO SALES
Changes in Sales
Sales and Marketing
Probing

METHODS OF COMPENSATION AND EVALUATION
Compensation
Evaluation

THE SELLING PROCESS:
Needs Analysis
(NEEDS ANALYSIS AND PRESENTATION)
Presentation
Negotiation

TIME AND TERRITORY MANAGEMENT
Territory Design and Routing
Allied Standard Brands
Qwik Wrap Systems
Alpine Products

CONSUMER vs. INSTITUTIONAL MARKETS
Consumer Markets
Institutional Markets

COMMUNICATION
Perception and Attention
Buyer motivation
Non-verbal Communication
Presentation Skills

THE SELLING POCESS:
Closing
(CLOSING & POST-SALE SERVICE)
Post-decision Processing
Post-sale Service

SALES FORECATING
Forecasting
Forecasting homework

RECRUITING & TRAINING OF SALESPEOPE
Recruiting
Training

SALESPERSON PERSONALITY & MOTIVATION
Motivation
First Impression
Grooming
Etiquette & Attitudes

THE SELLING PROCESS:
The Selling Process (needs based)
(PROSPECTING & APPROACH)
Prospecting
Pre-approach and Approach

NON-NEEDS SELLING; ETHICAL & LEGAL ISSUES
Non-needs Selling
Compliance Techniques
Ethics in Selling
Legal Issues in Selling

BUDGETING
Workload Assignments
Budgeting
Murphy Consumer Products