Sales & Sales Management Syllabus Sample Clauses

Sales & Sales Management Syllabus. Unit Title Sales & Sales Management Unit Code SSM-0605 Level 5 Diploma Credits 20 Unit Leader KE Pre-requisites Main Aim(s) of the Unit: This unit aims to provide a detailed understanding of the role of the sales and key account management function in contemporary business organisations. It aims to provide students with skills and knowledge that will assist them in personal selling and sales management careers and provide marketing and business students with an appreciation of what the sales force can, and cannot, do, so that they can make reasoned judgements about the role of sales and key account management within marketing and strategic planning. Main Topics of Study: Part One Sales Perspective Development and Role of Selling in Marketing ► Background ► The nature and role of selling ► Types of selling ► Image of selling ► The nature and role of sales management ► The marketing concept ► Implementing the marketing concept ► The relationship between sales and marketing Sales Strategies ► Sales and marketing planning ► The planning process ► Establishing marketing plans ► The place of selling in the marketing plan Consumer and Organisational Buyer Behaviour ► Differences between consumer and organisational buying ► Consumer buyer behaviour ► Factors affecting the consumer decision-making process ► Organisational buyer behaviour ► Factors affecting organisational buyer behaviour ► Developments in purchasing practice ► Relationship management Part Two Sales Technique Sales Responsibilities and Preparation ► Sales responsibilities ► Preparation Personal Selling Skills ► The opening ► Need and problem identification ► The presentation and demonstration ► Dealing with objections ► Negotiation ► Closing the sale ► Follow-up Key Account Management ► What is key account management? ► Advantages and dangers of key account management ► Deciding whether to use key account management ► The tasks and skills of key account management ► Key account management relational development model ► Global account management ► Building relationships with key accounts ► Key account information and planning system Relationship Selling ► From total quality management to customer care ► From JIT to relationship marketing ► Reverse marketing ► From relationship marketing to relationship selling ► Tactics of relationship selling Direct Marketing ► What is direct marketing? ► Database marketing ► Managing a direct marketing campaign Internet and IT Applications in Selling and Sales Mana...
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