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
  • 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 

Developing Sales Tactics 
  • 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

 

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