Courses Outlines
 
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:: 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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