:: Mandatory Courses:
:: Courses Outline:
Strategic Sales Planning
- Preparing your Sales Strategy
- Market-Driven Sales function
- Forecasting Market Demand & Sales Budget
- Design and Size of Sales Territories
- Sales Objectives and Quotas
- Using Key Ratio & Forecasts
Sales force Management
- Understanding the Marketing Environment
- Differentiating between Sales and Marketing
- The Marketing Plan Process
- Fundamentals of Market Research
- Segmentation, Targeting and Positioning
- Product Decisions and Concepts
- Pricing Strategy and Price Setting
- Distribution & Promotional Decisions
Principles of Selling
- Profiling and Recruiting Sales Team
- Sales Team Composition
- Motivation and Problem Handling
- Linking Compensation to Performance
- Analyzing Sales Volumes
- Measuring Sales Performance
- Increase Team Effectiveness
Principles of Marketing
- Understanding the Golden Role
- Managing the Sales Process
- Prospecting and Qualifying Leads
- Designing a Winning Sales Presentation
- Negotiation Tactics
- Satisfying Customers for Future Sales
- Different Sales Approaches
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