This Marketing Technician and Sales Manager Course offers specialised training in this field. If you’d like to gain an understanding of the sales and marketing environment and learn the techniques needed to operate professionally in this field, now is your chance: with the Sales Manager Course, you’ll be able to acquire the necessary knowledge in order to carry out this role as effectively as possible. In today’s world of commerce and marketing, it is very important to understand sales management within the professional field of buying and selling, because in order to secure the final sales, it is necessary to implement a marketing strategy to help us succeed in this task. By taking this course, you will learn the relevant techniques and tools for developing a sales-focused marketing strategy.
Sales management
Retail
90 hours
Introduction
Objectives
-
Schedule sales performance from commercial parameters defined objectives and the positioning of the company/organisation.
-
Apply the appropriate techniques to the sale of products and services through the different sales channels various websites.
-
Manage the sales force and coordinate the sales team.
-
Apply commercial principles when designing web pages for marketing purposes, using appropriate sales techniques.
-
Apply techniques from merchandising for point-of-sale promotion across different types of retail outlets: large retail outlets, hypermarkets, supermarkets, shopping centres or traditional shops, and commercial roll-out.
-
Perform presentations of different types of products and services to the sales network, applying appropriate verbal and non-verbal communication techniques and, where appropriate, using presentation software.
Table of Contents
TEACHING UNIT 1. ORGANISATION OF THE BUSINESS ENVIRONMENT
1. Structure of the business environment
2. Business models and formats
3. Developments and trends in marketing and commercial distribution. Sources of information and market updates
4. Organisational structure and business processes within the company
5. Positioning and brand image of the product, service and retail outlets
6. General trade regulations
7. Consumer rights
TEACHING UNIT 2. PROFESSIONAL SALES MANAGEMENT
1. The professional salesperson
2. Organising the work of a professional salesperson
3. Using task management and visit planning tools
TEACHING UNIT 3. SALES TEAM LEADERSHIP
1. Motivating and leading sales teams
2. Management and leadership styles
3. The roles of a leader
4. Motivating and revitalising the sales team
5. The leader as a mentor
TEACHING UNIT 4. SALES PROCESSES
1. Types of sale
2. Stages of the sales process
3. Preparing for the sale
4. Customer engagement
5. Product/service analysis
6. The sales pitch
TEACHING UNIT 5. APPLICATION OF SALES TECHNIQUES
1. Presentation and demonstration of the product/service
2. Demonstrations in front of a large number of customers
3. Sales pitch
4. Techniques for countering objections
5. Techniques to persuade customers to buy
6. Cross-selling
7. Communication techniques applied to sales
8. Distance communication techniques
TEACHING UNIT 6. CUSTOMER RETENTION AND LOYALTY
1. Trust and business relationships
2. Customer loyalty strategies
3. Outsourcing of customer relations: telemarketing
4. Customer relationship management (CRM) applications
TEACHING UNIT 7. RESOLVING CONFLICTS AND COMPLAINTS RELATED TO SALES
1. Disputes and complaints relating to sales
2. Complaints and claims management
3. Resolution of complaints
4. Common responses and practices in the commercial sector
5. Out-of-court dispute resolution: Benefits and procedure
6. Consumer arbitration tribunals
TEACHING UNIT 8. THE INTERNET AS A SALES CHANNEL
1. E-commerce
2. The benefits of online systems«
3. Online business models
4. Online servers«
TEACHING UNIT 9. COMMERCIAL WEB PAGE DESIGN
1. The internet user as a potential and actual customer
2. Commercial criteria in the commercial design of websites
3. Online shops
4. Online payment methods
5. Customer disputes and complaints
6. User-level applications for commercial web design: content management
MODULE 2. MARKETING
TEACHING UNIT 10. IMPLEMENTATION AND ROLL-OUT OF THE MARKETING PLAN
1. Stages of the marketing plan
2. Negotiating the marketing plan within the company
3. Financial resources for the marketing plan
TEACHING UNIT 11. MONITORING AND CONTROL OF THE MARKETING PLAN
1. Techniques for monitoring and controlling marketing policies
2. Key performance indicators for the marketing plan
3. Marketing plan ROI analysis
4. Preparation of monitoring reports
TEACHING UNIT 12. POINT-OF-SALE MARKETING
1. Point-of-sale marketing concept
2. Physical and psychological methods to boost sales
3. Point-of-sale analysis
4. Assortment management
5. Point-of-sale promotion
TEACHING UNIT 13. PROMOTIONAL MARKETING
1. Concept and aims of the promotion
2. Consumer-focused promotional offers: 2-for-1, 3-for-2, others
3. Forms of promotion for distributors, intermediaries and retailers
4. Special offers
5. Types of marketing and promotional activities by point of sale
6. Direct marketing activities
7. Online promotional activities«
TEACHING UNIT 14. MONITORING AND EVALUATION OF PROMOTIONAL ACTIVITIES
1. Effectiveness and efficiency of promotional activities
2. Economic and financial indicators and ratios for the evaluation of property developments
3. Applications for calculating and analysing deviations in promotional campaigns
4. Project and task management applications and spreadsheets
5. Reports on the monitoring of sales promotions