Strategic Sales

General

Program Description

Course Outline

Sales Perspective

  • Development and role of selling in marketing
  • Characteristics of modern selling
  • The 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

Target audience

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

Learning outcomes

Upon completion of this course, you will be able to understand:

  • Selling in its historical role and its place within marketing and a marketing organisation.
  • 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.
Last updated Mar 2020

About the School

London Business Training & Consulting (LBTC) is the UK’s premier business and management training and consulting service provider. We cater to both individual and organisational clients from all o ... Read More

London Business Training & Consulting (LBTC) is the UK’s premier business and management training and consulting service provider. We cater to both individual and organisational clients from all over the world. Read less