• 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 

• 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 

•  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

Principles of Marketing 

• 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