Sales Management

Learn about the principles, practices and tools involved in all aspects of the selling process by studying the course Diploma in Sales Management. The course be­gins by introducing you to the role of sales in everyday life and how selling is vital in all aspects of business. You will learn how Internet-based tools, such as forums, social networks like Facebook, MySpace, and Twitter, along with websites, live chat and other interactive features allow customers to participate in the modern sales process.  

You will learn about customer relationship management tools and how they are used to organise all of a custom­er’s interactions, as well as adaptive selling, which allows you to listen to customers, understand their needs, and adapt your conversation and presentation accordingly. 

The course then introduces the role of ethics in sales and business. You will learn about the application of ethical behavior in a business environment and how ethical businesses abide by laws and appropriate regula­tions. 

The main factors in relation to customer pros­pecting are covered in detail. You will learn about the tools used, such as direct marketing and cold calling, as well as the pre-approach, a critical step that helps you earn the customer’s trust.

Contents:

- Suceess in sales
- Relationship building
- Ethics & effective communication
- Identifying customers
- The power of preparation
- Sales approach
- Presentations
- Handling objections
- Entrepreneurial selling

Benefits Of Attending

- Identify differences between sales and marketing
- Explain the characteristics required to besuccessful

insales
- Define the different types of selling channels & environment
- Explain the concept of adaptive selling
- Explain ethics & ethical behavior in sales
- Explain the elements of effective business communications
- Explain the role of seven steps in selling process
- Define the role of prospecting plays in the selling process
- Identify the resources to use when prospecting
- Define how to identify prospective employers
- Discuss how to identify sales needs and opportunities
- Learn how to set SMARTprecall objectives
- Prepare for a sales presentation & discuss how to deliver your message in a powerful and effective way
- Define SPIN selling and how to use that during sales presentation
- Explain different types of objections & how overcoming objections can strengthen a relationship
- Explain how entrepreneurs sell themselves and their business ideas

Who Should Attend:

- As marketing planning is central to the business planning process this course is suitable for all senior management, not just those involved in marketing and sales.
- Experienced managers, from a marketing or non-marketing background, involved with their business planning and strategy development and/or who have authority to develop and implement marketing plans and strategy will benefit from this course.
- E.g. Finance Directors, Operations Directors, who need an insight into linking marketing strategies to financials.