Sales Course

Module 1 – Introduction to Sales Management
5 Topics
What is Sales Management? Role of Sales and Functions of Sales department
Who is a Sales Manager? Qualities and Characteristics of Sales Manager
Structure of Sales Organisation – Functional, Market, Territory and Product structure
Latest Trends and Developments in Sales and Selling with example of Starbucks
New Trends in Sales Management – How selling is changing over time
Module 2 – Sales Process
5 Topics
Process of Selling – The selling process explained in detail
Selling Process – 7 Steps in the sales process explained in depth
Theories of Selling – Stimulus-response & Product Orientation Theory with Example of Sony walkman
National vs International Selling – Definition, Challenges, Laws and Examples of Under Armour
Organizational Selling vs Consumer Selling – Key Differences between them
Module 3 – Sales Market
3 Topics
Market Analysis – How to analyse the market? Market statistics with example of Electric Cars
Market Share – Meaning, Importance, Calculation, Factors and how to increase Market Share?
Sales Forecasting – Importance & Methods of Forecasting sales with example of Tesla
Module 4 – Selling Skills
9 Topics
Personal Selling – Roles of Sales Representative and Examples of Personal Selliing
Selling Skills – Most needed Skills for Selling a product or service
9 Methods of Closing a Sale – Ideas and techniques for sales closing
5 Reasons for Unsuccessful Closing – Why you are unsuccessful at sales?
Selling Strategies – 5 Brilliant Strategies and Techniques for Selling
Negotiation Skills
What is Upselling? Difference between Upselling and Cross-selling with Examples of hotels
What is Cross Selling? How to cross sell? Strategies, & Examples of McDonald’s, Apple & Amazon
What are Flash Sales? How does Flash selling help? Strategy & Examples of Oneplus and Xiaomi
Module 5 – Sales Force Management
4 Topics
Designing a Sales Force – Objectives, Structure and Strategy of Sales Force
How to Manage the Sales force? Tips on Recruitment, Training, Supervision, Motivation
Evaluation & Control of Sales Performance – How can you Supervise Sales?
Ethics in Sales Management – Types of Ethical codes in selling with examples
Module 6 – Distribution in Sales
7 Topics
Distribution Channel – Levels and Functions & How to manage a Distribution Channel?
Types of Distribution Systems – Intensive, Selective and Exclusive
Channel Partners – Meaning and Types of Channel Partners with examples
Factors affecting Distribution Strategy with examples of Nike and Tesla
Factors affecting Distribution Channels including Channel Conflicts – Part 1
Factors affecting Distribution Channels including Conflict resolution – Part 2
Factors affecting Distribution Channels including selection of channel partners – Part 3
Course Certification
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Latest Trends and Developments in Sales and Selling with example of Starbucks

Sales Course Module 1 – Introduction to Sales Management Latest Trends and Developments in Sales and Selling with example of Starbucks
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