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
