Integrating practical strategies and theories

As well as considering the subject from a strategic perspective, the course provides a thorough and up-to-date overview of the accumulated theory and research evidence relevant to sales force management.
 
Topics covered
 
  • Development and role of selling in marketing.
  • Sales strategies.
  • Consumer and organisational buyer behaviour.
  • Sales responsibilities and preparation.
  • Personal selling skills.
  • Key account management.
  • Relationship selling.
  • Direct marketing.
  • Internet and IT applications.
  • Sales settings.
  • International selling.
  • Law and ethical issues.
  • Recruitment and selection.
  • Motivation and training.
  • Organisation and compensation.
  • Sales forecasting and budgeting.
  • Sales force evaluation.

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