Course in Sales in Europe

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Sales

Law courses explore such ubiquitous topics as commercial law, regulatory theory and intellectual property, to name a few. Many of these specializations entail coursework that discusses regulatory problems and trends involved in their specific industry.

A master’s of sales degree will teach you top sales techniques both new and old. These techniques will improve your sales ability and allow you to market yourself more effectively. With this course, you can work in internationally recognized companies.

Europe, one of the world's seven continents, is usually known as the westernmost peninsula of Eurasia. Second smallest continent, with 10,180,000 (km2), the area regroups 50 countries.

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Intermediate Buying

Fashion Retail Academy (FRA)
Campus Full time 2 days May 2017 United Kingdom London

This 2 day course provides a more in-depth study of the practical realities of buying in the fashion retail business. [+]

Course Studies in Sales in Europe 2017. This 2 day course provides a more in-depth study of the practical realities of buying in the fashion retail business. The components of successful Buying functions are explored and specific areas examined. If you are looking to develop or progress your career in buying then this course is ideal for you. To undertake the course you should have successfully completed the Introduction to Buying course or have relevant experience in head office environment in an administrative role (MAA or BAA). The course will include: Customer profiling Buying opportunities Analysing trends Fashion forecasting Product selection Sourcing Omni - channel retail and the future of Buying The Intermediate Buying course provides a more in-depth study of the practical realities of buying in the fashion retail industry. This course explores the integrated nature of buying roles using interactive computer based examples throughout the course. Buying: Customer Profiling - An examination of customer profiling techniques practiced within the retail industry. Related marketing tools and theories are discussed, including market segmentation and brand constellation theory Identification of Buying Opportunities - Fashion brand collaborations, strategic alliances and new product ventures are explored as examples of how a retail business can capitalise on opportunities to increase market share, customer loyalty and competitiveness Fashion Forecasting and Trend Interpretation - An analysis of the way trends begin, including the role of trend forecasting agencies and the media. Trend sources and inspiration are examined, with a look at the life cycle of a fashion trend Product Selection & Brand Mix - An overview of key consideration involved in sourcing new brands, including; corporate strategy, sales analysis, brand positioning and creating a differential advantage. Covers market research, brand portfolio analysis and working with OTB In-Season Trading - In-season strategies to exploit selling opportunities, whilst minimising threats to the business. Includes analysis of sales reports and KPI's, resulting in discussion about strategy formation and implementation. Highlights how interlinked the role of the buyer and merchandiser is in today's retail environment Product Development - Highlights important issues in the creation, development and management of the fashion retailer own brand. Examines the key functions involved in product development and gives and overview of the buying cycle; including buying trips, budgets, range planning and sign-off meetings Sourcing - Considerations involved in sourcing decisions; includes discussion of overseas sourcing, incoterms, and foreign payment terms. Supply chain management, and the sample development process are also covered Negotiation - An opportunity to discuss and practice one of the most important skills in buying. Areas of discussion include: researching the needs of both parties, preparation, making an offer, counter and revised offers and agreeing and committing The Future of Fashion Buying - A look at the changing nature of retail, including: international expansion, e-commerce and omni-channel retailing. Highlights the importance of keeping up-to-date with current issues and how market trends impact buying decisions Suitable for: BAA level staff or those with relevant retail experience. This course is also suitable for those who have completed the Introduction to Buying Intensive course. Pre-course prep Before the course begins it is preferable to have started your research into the UK retail market, by comparing the different retail locations and shopping areas of London. Specifically examine different types of stores, customers, prices, areas and merchandise, to give you initial insight into different retail environments. Locations should include: Oxford Street W1 - Flagship stores e.g. Gap, Topshop Department stores e.g. Selfridges, House of Fraser Bond Street/ Bruton Street W1 - High end fashion stores e.g Louis Vuitton, Stella McCartney, Marc Jacobs Westfield Centre - (White City or Stratford) Please Bring: Pen and notebook Calculator USB Duration 2 Days: Buying 10.00am - 4.30pm (including lunch break) [-]

Intermediate Buying and Merchandising

Fashion Retail Academy (FRA)
Campus Full time 5 days January 2017 United Kingdom London

This 5 day course provides a more in-depth study of the practical realities of Buying and Merchandising in the fashion retail business. The components of successful Buying and Merchandising functions are explored and specific areas examined. If you are looking to develop or progress your career in buying or merchandising then this course is ideal for you. [+]

This 5 day course provides a more in-depth study of the practical realities of Buying and Merchandising in the fashion retail business. The components of successful Buying and Merchandising functions are explored and specific areas examined. If you are looking to develop or progress your career in buying or merchandising then this course is ideal for you. To undertake the course you should have successfully completed the Introduction to Buying and Merchandising course or have relevant experience in head office environment in an administrative role (MAA or BAA). Experience of working with EXCEL is essential as the course includes working with mathematical formulae and calculations. The Intermediate Buying and Merchandising course provides a more in-depth study of the practical realities of buying and merchandising in the fashion retail industry. This course explores the integrated nature of buying and merchandising roles using interactive computer based examples throughout the course. Merchandising: Sales budgeting - 'Top down' and 'bottom up' planning is explained, along with the concept of sales densities. This section examines why a sales budget is needed, who is involved, how retailers forecast and which factors must be considered Margin & Profitability - Sales and gross margin profitability theory, calculating a selling price, margin principles, mark up's, hidden costs and margin improvement Costing - The elements of product cost, the supplier's cost and cost sheets Range Planning - Key areas of range planning: strategy, analysis and implementation. Product hierarchy, store grading, option planning and forecasting are examined in detail. Receiving at a warehouse, initial allocation, reconciliation of sales, stock and space, stock and sales reporting, replenishment algorithms, markdowns and WSSI reporting Supply Chain, Calendars & The Critical Path - Supplier selection: an exploration of different types of suppliers, regional specialisms and skill sets, lead times, seasonal calendars and critical path formation OTB - The meaning of OTB is explained, along with how it is calculated. Includes an explanation of the concept of 'weeks of stock cover' WSSI - Discussion on the principles of the WSSI, what it is and who uses it. Includes a WSSI reporting exercise. Intake & Allocation - A look at how stock is received at the warehouse and how initial allocations are determined. Includes a detailed allocation matrix exercise. In-Season Trading - Stock and sales reporting is examined, along with actions taken to remedy adverse or favourable variances between planned and actual stock and sales. Markdowns - Examines planned and forced markdowns, using weighted average margin to calculate a markdown and estimating the effectiveness of a markdown. Buying: Customer Profiling - An examination of customer profiling techniques practiced within the retail industry. Related marketing tools and theories are discussed, including market segmentation and brand constellation theory Identification of Buying Opportunities - Fashion brand collaborations, strategic alliances and new product ventures are explored as examples of how a retail business can capitalise on opportunities to increase market share, customer loyalty and competitiveness Fashion Forecasting and Trend Interpretation - An analysis of the way trends begin, including the role of trend forecasting agencies and the media. Trend sources and inspiration are examined, with a look at the life cycle of a fashion trend Product Selection & Brand Mix - An overview of key consideration involved in sourcing new brands, including; corporate strategy, sales analysis, brand positioning and creating a differential advantage. Covers market research, brand portfolio analysis and working with OTB In-Season Trading - In-season strategies to exploit selling opportunities, whilst minimising threats to the business. Includes analysis of sales reports and KPI's, resulting in discussion about strategy formation and implementation. Highlights how interlinked the role of the buyer and merchandiser is in today's retail environment Product Development - Highlights important issues in the creation, development and management of the fashion retailer own brand. Examines the key functions involved in product development and gives and overview of the buying cycle; including buying trips, budgets, range planning and sign-off meetings Sourcing - Considerations involved in sourcing decisions; includes discussion of overseas sourcing, incoterms, and foreign payment terms. Supply chain management, and the sample development process are also covered Negotiation - An opportunity to discuss and practice one of the most important skills in buying. Areas of discussion include: researching the needs of both parties, preparation, making an offer, counter and revised offers and agreeing and committing The Future of Fashion Buying - A look at the changing nature of retail, including: international expansion, e-commerce and omni-channel retailing. Highlights the importance of keeping up-to-date with current issues and how market trends impact buying decisions Suitable for MAA and BAA level staff or those with relevant retail experience. This course is also suitable for those who have completed the Introduction to Buying and Merchandising Intensive course. Pre-course prep Before the course begins it is preferable to have started your research into the UK retail market, by comparing the different retail locations and shopping areas of London. Specifically examine different types of stores, customers, prices, areas and merchandise, to give you initial insight into different retail environments. Locations should include: Oxford Street W1 - Flagship stores e.g. Gap, Topshop Department stores e.g. Selfridges, House of Fraser Bond Street/ Bruton Street W1 - High end fashion stores e.g Louis Vuitton, Stella McCartney, Marc Jacobs Westfield Centre - (White City or Stratford) Please Bring: Pen and notebook Calculator USB Duration 5 Days: 10.00am - 4.30pm (including lunch break) [-]

Film Business Management, Deal-making, Marketing & Sales

European School of Economics
Campus Full time January 2017 Italy Rome

With all its lights and shadows, the film industry remains one of the strongest sectors worldwide, and it is arguably the most influential. The aim of the course is to equip students with the fundaments of filmmaking and will accomplish a solid foundation upon which you may grow in any direction. Once there, the course will help you choose your area of interest and will provide you with the proper tools to specialize. [+]

Course Studies in Sales in Europe 2017. In terms of raw figures, the film industry is one of the biggest sources of income for the US, and film studies are offered in hundreds of colleges and universities around the world. Our Short Course provides the necessary skills and knowledge to be able to enter the Film Business, along with the benefits of studying in an international environment. All that plus the experience of spending 3 months in the Eternal City. Start living "La dolce vita" now! The Programme comprises 4 modules and 1 workshop. Each module entails one 3-Hrs session per week over 10 weeks, plus an optional 3-month internship programme upon completion of all modules. The modules we are offering are: - The Movie Business: Strategy & Management - Introduction to Accounting & Finance - International Marketing - International Strategic Management - Legal and Film Business Contracts workshop Internship: Available; Students must be considered eligible for taking an internship (submit a resume, [-]

Reinvent Sale: Consultative Selling & Trading

laSalle Barcelona Postgraduate
Campus Full time September 2017 Spain Barcelona

In this program, we suggest you improve your business skills using consultative selling, sales methodology customer-focused, learning to identify their needs and how to bring you value beyond the product or service sold. [+]

At present, given the enormous number of alternatives available to our clients, having a good product or service may not be enough to get a sale. This is because they tend to think that the best way to approach the sale is educating the customer about the features of a product or service attributes, when it is ineffective and inefficient. In this program, we suggest you improve your business skills using consultative selling, sales methodology customer-focused, learning to identify their needs and how to bring you value beyond the product or service sold. This program will take us to learn different techniques ranging understanding of the potential of our business personality, market analysis, detection of needs, the communication process and the loyalty of our customers. What do you prepare? 1. Acquire the global vision of business planning and consultative sales process. 2. Being able to manage the different phases of the sales process (detection of needs, argumentation, objections and treatment, closure). 3. Learning to identify decision makers and specifiers of purchasing in the organization of our customers, determine their role and attitudes of purchase. 4. Increase business productivity. 5. Knowing how to increase customer loyalty. 6. Knowing how to manage time and resources available. The methodology is very participatory and intense. Explanations on sales fundamentals combined with practical application exercises using role-play of real cases that lead participants to consolidate learning through personal and group reflection. Program BLOCK 1: Vision, strategy and objectives 1. Presentation Programme 2. Customer segmentation 3. Commercial management 4. Business Planning 5. Needs 6. proactive attitude to the sale 7. Objectives work (case study) PART 2: The consultative sales process 1. Preparation of the visit - Briefing 2. Technical sales process Presentación soundings Smart Questions (Technical SPIN) treatment Objections Argumentation Closing Case Study (role-play) Admission One of the key development Program Masters in La Salle factors are the people who join the program: selected people responding to criteria curriculum, according to academic, functional, sectoral and geographical dimensions that foster the enrichment of the collective. The admission process in La Salle aims to select the most suitable candidates for each program and to ensure the level and quality of coexistence and communication between participants, which is a distinctive feature of the style of La Salle. The admission process for the academic year is now open and the candidates who begin the process as soon as possible because the admissions period remains open until all seats limit established for each academic program is recommended. Cost and Financing: Request information and send you a complete dossier with information on resources, banks and associates. Scholarships and grants: Request information and receive Programs Scholarships and Grants. [-]

Contemporary Art, Sales, Display, & Collecting graduate program

IESA
Campus Full time 10 months September 2017 France Paris

This 10-month program targets students with a Bachelor’s degree who are seeking management positions in the contemporary art market sector. [+]

Course Studies in Sales in Europe 2017. Contemporary Art, Sales, Display, & Collecting graduate program This 10-month program targets students with a Bachelor’s degree who are seeking management positions in the contemporary art market sector. Taught in English, this course specializes in the development of the European contemporary art market and other markets from the Second World War until today. The practices of this specific market will be analyzed within these historical, social, and economical frameworks. Based in the heart of Paris, on the premises of IESA Art & Culture, students are within easy access to all the major Parisian museums, auction houses and contemporary art galleries. Class visits to the most prominent contemporary art museums, galleries, and auction houses are organized to allow students to dialogue with curators, art historians, and allergists. Study trips to the major art fairs (Art Basel, Frieze Art Fair, Art 14) are an important element of the curriculum, allowing students to network with seasoned professionals in the art sector. CAREER PATH Gallerist Art Dealer Art Advisor Curator Art Critic CURRICULUM AT A GLANCE The program consists of 3 trimesters: 2 trimesters of classwork (Oct-Dec/ Jan-March) and a trimester dedicated to internships (April-June) allowing students to gain professional experience (Jan-March). During the last two trimesters, students will work on a personal project to be presented in front of a professional jury in order to validate the certificate. Each trimester contains 200 contact hours over a 10-week period. Courses are taught in English. Students are attributed a mentor for personalized coaching and will follow group methodology sessions to guide them in the research and development of their personal project. 1st trimester: The History of the Contemporary Art in Europe and United States; the Economics of the Contemporary Art Market; Art Law; Art and Project Management; Communication and the Marketing, Research, Development and Management of Artistic projects (content, business plan, legal structure, communication, marketing); visits and workshops with professionals. 2nd trimester: The Current and Future Art Markets, the History of Contemporary Art Outside of Europe; E-communication and E-marketing of Art and Luxury Products; Negotiating Sales of Art Objects; Promoting Artistic Projects, a Brand, Artists, and Contemporary Art and Luxury Products; Exhibition planning; Visits and Workshops with professionals; Methodology; mentoring sessions. 3rd trimester: Full-time internship, methodology sessions, sessions with mentor to follow up on personal projects. KEY FACTS THEME: Arts & Culture DURATION: 1 year / 1 semester TUITION FEES: 9 000 euros/year (4500 euros/semester) PROGRAM TYPE: Full time program INTAKE: October and Spring LOCATION: Paris DEGREE: Graduate Program: Expert in Sales and Distribution of Art Objects; Degree recognized by the State ADMISSION REQUIREMENTS Some students are humanities majors but the courses are aimed at filling general requirements for non-humanity majors as well: - 4 years BA completed - Good level of English: IELTS 5.5 - No minimum level of French [-]

Postgraduate Degree in Visual Merchandising

Bau Design College of Barcelona
Campus Full time 1 year October 2017 Spain Barcelona

In the context of commercial space, Visual Merchandising has become an essential discipline for those who are responsible for the commercial management of the product at the point of sale. [+]

Postgraduate Degree in Visual Merchandising In the context of commercial space, Visual Merchandising has become an essential discipline for those who are responsible for the commercial management of the product at the point of sale. The communication with the consumer and the building of a loyal relationship, the sectorisation of the product on the sales floor, profitability, the purchase process, staff management, logistics, etc., are all aspects related to the discipline of Visual Merchandising. This training is complemented with other resources, which are not specifically related to Visual Merchandising, like the design of commercial furniture or the presentation and communication of projects, which are helpful when one is learning how to better integrate oneself within work teams and to reinforce professionals in their ability to manage the point of sale comprehensively. Whereas the Postgraduate Degree in Commercial Space Design sets the limits of the scope of the work of the interior spaces designer in the definition of the formal and technical aspects of the space in order to adjust the commercial idea to the tangible reality, this Postgraduate Degree in Visual Merchandising does so in the sense that it defines the demands of the subsequent management of the point of sale. Therefore, this degree is an ideal complement both for the designer and for the person in charge of managing the point of sale. GENERAL AIMS OF THE TRAINING The main objective of this postgraduate course is to provide students with professional training in the field of Window Dressing and Visual Merchandising so they can enhance and optimize the processes involved at a point of sale. Students will gain a broad vision of the fundamental areas that are dealt with in the management of a point of sale, which will enable them to develop a management project as well as the business activity, by leading and putting into practice each area of a point of sale. SYLLABUS This course is divided into 4 modules, of different durations, depending on their content. The course is completed upon handing in the Final Project. Module I – Development of the Commercial Concept, internal arrangements at the point of sale Module II – Visual Merchandising. Development. Management Module III – Creation and conceptualization of the commercial formula Module IV – Development of the competences of a Visual Merchandiser CAREER OPPORTUNITIES Visual Merchandising professional. Professional in Window dressing. POS Management. Commercial advisor. FACT SHEET Edit: 6th Edition Qualification: Postgraduate Degree in Visual Merchandising accredited by the Universidad de Vic-UCC. Students without university degrees will receive a University Extension Studies Diploma. Credits: 30 ECTS School period: From October 8th 2015 to May 2016. Final Project Presentation: June 2016 Timetable: Tuesdays and Thursdays from 16h to 19h Mode: On-site Language: Spanish Price: 3480 € Access: Graduates. Undergraduate degrees in Fine Arts and Design, and those related to the following professional categories: interior design, graphic design, industrial design and arts applied to clothing. Professionals from the sector without specific training but who can demonstrate professional expertise. Applicants will undergo a selection process for acceptance on the course. Observations: Intensive Spanish course for foreign students willing to apply to the Master degree (optional course). From Sept. 10th to October, 2nd; from Monday to Friday (4h/day) – 395€. [-]

Training Of Customer Sales Advisors

CESMA
Campus Full time 4 days October 2017 Italy Rome

Sellers Customer Training Consultants - Research and approach to potential new customers including telemarketing and networking, capacity building and development analysis of the relevance and urgency of the needs of the customer. [+]

Goals - Training of the Customer Advisors Sellers

- Selling products and / or Services and / or projects with more customer value.

- Put in motion the desire to upgrade in the Elderly Sellers.

- Create a mindset of continuous improvement on young and old.

Recipients

Salespeople and sales managers older and younger possibly divided into homogeneous groups.

Companies that sell products, services or projects that require the involvement of the customer more figures to make complex decisions.

Content key

Research and approach to potential new customers including telemarketing and networking. Development of capacity analysis and development of the relevance and urgency of the needs of the customer. A selection of unique selling points are most suitable and competitive in relation to the needs expressed and adoption of best way of demonstrating the value of features. Demonstration of benefit in meeting the needs with our offer. Overcoming objections and closing the sale, by negotiation if necessary. After-sales service and reference for new clients. ... [-]

Fundamentals of Effective Sales Management

University of Chicago Booth School of Business
Campus Part time 4 days September 2017 USA Chicago

This comprehensive program assists salespeople in making a smooth transition to sales management. Successful hiring, training, motivation, performance evaluation, and management techniques are presented in a real-world manner. [+]

This comprehensive program assists salespeople in making a smooth transition to sales management. Successful hiring, training, motivation, performance evaluation, and management techniques are presented in a real-world manner.

During this program participants will learn to:

 -- Effectively make the transition from a salesperson to a sales manager

-- Utilize techniques for identifying, hiring and retaining the best salespeople

-- Evaluate performance in ways that produce desired results

-- Identify the types of incentives and compensation systems to obtain better sales results

 ... [-]


Executive Program in Strategic Sales Management

University of Chicago Booth School of Business
Campus Part time 5 days September 2017 USA Chicago

This program will help you make decisions that measurably improve your managerial effectiveness and increase the productivity of your sales team. [+]

This program will help you make decisions that measurably improve your managerial effectiveness and increase the productivity of your sales team!

Executive Program in Strategic Sales Management is especially designed to meet the needs of experienced sales managers and other executives responsible for directing the sales force, this program links sales structure design and implementation with the firm's marketing strategy to improve sales force productivity.

Program Benefits

 -- Understand how your success is linked to fully integrating your sales structural design to the strategic direction of the firm.

-- Anticipate and respond to turbulent business environments. Understand why the sales force is the firm’s primary means to adjust to rapidly changing environments.... [-]