Award Courses
1 session of 1.5 hours weekly for 16 weeks

Objectives of the Course:
Upon completion of this course, the learner will have covered the most important elements of selling and sales management and their inter-relationship with marketing. This course therefore aims at providing a solid explanation of the selling and sales management process from both the theoretical and practical point of views.

Course Outline:
Through this course, the learner will achieve a number of skills and competencies and will acquire knowledge related to the skills needed to successfully work within a selling and sales management environment.
1. Development and Role of Selling in Marketing
2. Sales Strategies
3. Sales Settings
4. Sales Responsibilities and Preparation
5. Personal Selling Skills
6. Key Account Management
7. Relationship Selling
8. Direct Marketing
9. Recruitment and Selection
10. Motivation and Training
11. Organisation and Compensation
12. Sales Forecasting and Budgeting
13. Sales force Evaluation

Learning Outcomes for each module/award
Knowledge:
On completion of this course, the learner will:

• Get a comprehensive view of the elements of the marketing mix most important for students and practioners.
• Get a widespread knowledge of the selling process both in theory and in practice.
• Get an all-inclusive perspective of sales management process from the theoretical and practical point of views.

Skills - Applying Knowledge and Understanding
Communication Skills:

• Identify problems and deal with objections;
• Negotiation skills and the importance of customer follow-up;
• Self motivation and staff motivation;
• Leadership techniques and training;
• The importance of relationship selling.

Judgmental Skills:

• Identifying key account clients and managing key accounts;
• The importance of recruitment and selection and organisation of the sales force;
• Sales force evaluation and appraisal interviewing;

Learning Skills:

• Working knowledge of sales and marketing planning and sales strategies;
• Database marketing and managing campaigns;
• Working knowledge of sales forecasting and budgeting.

Competencies:
At the end of this course, the learner will be able to:

• Understand and apply the sales perspective;
• Analyse and understand the sales environment;
• Identify and carry out the sales technique;
• Recognise and execute the various aspects of sales management;
• Appreciate and implement sales control as a starting point for business planning.

Total number of hours:
Contact Hours: 32 hours
Self Study: 96 hours

To apply for the Selling and Sales Management course call 21227799 or email us for more information.