Principles & Practice of Selling

Categories: Business Courses, Certificate in Sales & Marketing (ICM-UK)

Course Content

Development and Role of Selling in Marketing
Development and Role of Selling in Marketing

Background
Nature and role of selling
Characteristics of modern selling
The nature and role of sales management
Types of selling
The marketing concept
Implementing the marketing concept
Relationship between sales and marketing

Consumer and Organisational Buyer Behaviour
Consumer and Organisational Buyer Behaviour

Sales Settings
Sales Settings

International Selling
International Selling

Law and Ethical Issues
Law and Ethical Issues

Sales Responsibilities and Preparation
Sales Responsibilities and Preparation

Personal Selling Skills
Personal Selling Skills

Key Account Management
Key Account Management

What is key account management
Advantages and dangers of key account management to sellers and customers
Criteria for selecting key accounts
Tasks and skills of key account management
Key account management relational development model
Global account management
Building relationships with key accounts
Key account information and planning system
Key success factors for key account management

Relationship Selling
Relationship Selling

Direct Marketing
Direct Marketing

Internet and IT applications in selling and Sales Management
Internet and IT applications in selling and Sales Management