Introduction to Sales and Marketing Management
The Selling Input
- • The Concept of Sales
- • Sales Development and Growth
- • Emergence of the Profession
- • Scope and Constraints
Researching the Project
- • Company Policy
- • Buyer/Buying Centre
- • Competition
- • Contractual Arrangements
- • Core Competencies
The Sales Presentation
- • Opening
- • Selling Benefits
- • Handling Skepticism/Objections
- • Proof Sources
- • Probing
- • Trial Close
Sales Management
- • Objectives
- • Sales Tactics
- • Territory Selection and Evaluation
- • Data Mining and Targeting
- • Prospecting and Information Technology
- • Sales Input Evaluation (Fieldwork)
- • Budgeting
- • Liaising with Mixed Elements/Others
- • Continuous Training
Control Mechanisms
- • Sales Targets
- • Market Share
- • Customer Base
- • Customer Listing/Grading
- • Product/Brand Image
- • Complaints Level
- • Industry Rating/Norms
- • Popularity/Awards
The Marketing Concept
- • Definition, Philosophy
- • Growth and Development of Concept
- • Emerging Dominance
The Marketing Mix
- • Research and Design
- • Product Development
- • The Eight P’s of Marketing
- • Environmental Scan
Marketing Planning and Control
- • Consumer Behaviour, Customer Satisfaction
- • STP, PLC, Portfolio Models, Forecasting
- • Critical Success Factors
- • Integrated Communication Wheel
- • Globalization
Developing the Marketing Plan
- • Research-PESTLE, SWOT, S’s, C’s, Critical Success Factors
- • Objective, Marketing, Strategies, Tactics, Budgets, Control Mechanisms
- • Continuous Research/Improvement (Virtual Company) Concept
Contractual Arrangements
- • What is a Contract?
- • Characteristics of a Contract
- • Termination of a Contract
- • Warranties & Guarantees
- • Voluntary & Legal Control
Venue: UWI Open Campus, Morne Fortune, Saint Lucia
