Selling and Sales Management

KEY INFORMATION

  • Course Code: MPRS104
  • Duration: 1 week
  • Fee: £2625

COURSE OUTLINE

Sales Perspective

  • Development and role of selling in marketing
  • Characteristics of modern selling
  • Success factor for professional salespeople
  • Types of selling
  • The marketing concept
  • Sales strategies
  • The planning process
  • The place of selling in the marketing plan

Sales Environment

  • Consumer and organisational buyer behaviour
  • Sales settings
  • International selling
  • Law and ethical issues

Sales Technique

  • Sales responsibilities and preparation
  • Personal selling skills
  • Key account management
  • Relationship selling
  • Direct marketing
  • Internet and IT applications in selling and sales management

Sales Management

  • Recruitment and selection
  • Motivation and training
  • Organisation and compensation

Sales Control

  • Sales forecasting and budgeting
  • Levels of forecasting
  • Qualitative and quantitative techniques
  • The sales budget
  • Salesforce evaluation
  • Setting standards of performance
  • Gathering information
  • Appraisal interviewing

Target audience

This sales courses is suitable for:

  • Sales and marketing directors, managers, executives, practitioners and staff.

Learning outcomes

Upon completion of this sales training programmes, you will be able to understand:

  • Selling in its historical role and its place in marketing and a marketing organization.
  • Different types of buyers and their thinking.
  • The institutions through which sales are made – channels, including industrial, commercial and public authority selling.
  • Selling for resale.
  • International selling as an increasingly important area in view of the ever-increasing ‘internationalisation’ of business.
  • Preparation for selling, the selling process, and sales responsibility.
  • Recruitment, selection, motivation and training, and how salespeople must be compensated from a managerial standpoint.
  • Sales budgets and how it is the starting point for business planning.
  • Techniques for sales forecasting and why it is strictly a responsibility of sales management and not finance.

WHAT IS INCLUDED:

  • 30 hours of classroom-based training
  • Apple iPad
Program taught in:
  • English

See 131 more programs offered by London Business Training & Consulting »

Last updated September 10, 2019
This course is Campus based
Start Date
Dec 16, 2019
Jan 6, 2020
Duration
1 week
Full-time
Price
2,625 GBP
Deadline
By locations
By date
Start Date
Dec 16, 2019
End Date
Dec 20, 2019
Application deadline
Start Date
Jan 6, 2020
End Date
Jan 10, 2020
Application deadline
Start Date
May 11, 2020
End Date
May 15, 2020
Application deadline
Start Date
Sep 7, 2020
End Date
Sep 11, 2020
Application deadline

Dec 16, 2019

Location
Application deadline
End Date
Dec 20, 2019

Jan 6, 2020

Location
Application deadline
End Date
Jan 10, 2020

May 11, 2020

Location
Application deadline
End Date
May 15, 2020

Sep 7, 2020

Location
Application deadline
End Date
Sep 11, 2020