Selling and Sales Management

Formation

À London (Angleterre)

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Description

  • Typologie

    Formation

  • Lieu

    London (Angleterre)

  • Durée

    1 Semaine

  • Dates de début

    Dates au choix

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.
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.

Les sites et dates disponibles

Lieu

Date de début

London (Angleterre)
Seven Pancras Square 7 King’s Boulevard Kings Cross London N1C 4AG - City of London - (London), N1C 4AG

Date de début

Dates au choixInscriptions ouvertes

À propos de cette formation

This sales course is suitable for: sales and marketing directors, managers, executives, practitioners and staff.

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Les Avis

Les matières

  • Motivation
  • Marketing
  • International
  • Planning
  • Sales
  • Sales Techniques
  • Sales Training
  • Recruitment and Selection
  • Recruitment
  • Forecasting

Le programme

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

Appeler le centre

Avez-vous besoin d'un coach de formation?

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Selling and Sales Management

Prix sur demande