Sales And Marketing Management (2): Sales Environment

HRODC Postgraduate Training Institute
Em Central London (Reino Unido)


Informação importante

  • Curso
  • Central london (Reino Unido)
  • Duração:
    5 Days
  • Quando:
    à escolha

Suitable for: This course is designed for: Sales / Marketing Managers, Relationship Managers / Executives, Product and Business Development Managers, Sales Professionals, Marketing Officers, Marketing Support Personnel, Sales Managers, Sales Executives and Sales Personnel, Key Account Specialists, Anyone who wish to upgrade their skills to function effectively in the sales and marketing environment

Informação importante

Requisitos: Degree or Work Experience


Instalações e datas

Início Localização
à escolha
à escolha
Central London
Carburton Street, W1W 5EE, London, Reino Unido
Ver mapa

O que se aprende nesse curso?

Marketing Management
Consumer Behaviour
IT Management
Sales Training
Sales and marketing
Sales Marketing
Sales Environment


Course Contents:

Module 2: Sales Environment

  • Consumer and Organisational Buyer Behaviour
  • Differences between Consumer and Organisation Buying
  • Consumer Buyer Behaviour
  • Who is Important in the Buying Decision?
  • How do they Buy?
  • What are they Choice Criteria?
  • Where do they Buy?
  • What do they Buy?
  • The Organisation Decision-Making Process
  • Who Buys?
  • Initiator
  • Influencer
  • Decider
  • Buyer
  • User
  • Influences on Organisational Purchasing Behaviour
  • Factors Affecting the Consumer Decision-Making Process
  • The Buying Situation
  • Personal Influences
  • Social Influences
  • The Product Type
  • Materials
  • Components
  • Plant and Equipment
  • Products and Services for Maintenance, Repair and Operation (MROs)
  • Developments in Purchasing Practice
  • Just-in-Time Purchasing (JIT)
  • Centralised Purchasing
  • Systems Purchasing
  • Reverse Marketing
  • Leasing
  • Sales Settings
  • Behavioural Forces
  • Rising Consumer and Organisational Buyer Expectations
  • Customer Avoidance of Buyer-Seller Negotiations
  • Expanding Power of Major Buyers
  • Globalisation of Markets
  • Fragmentation of Markets
  • Managerial Forces
  • Employing Direct Marketing Techniques
  • Improving Co-operation between Sales and Marketing
  • Encouraging Sales People to Attend Training Programmes and Acquire
  • Professional Qualifications
  • Characteristics of Sales Channels
  • Direct
  • Selective
  • Intensive
  • Exclusive
  • Types of Production
  • Job (or unit or project) Production
  • Batch Production
  • Flow (or mass or line) Production
  • Process (or continuous) Production
  • Public Relations (PR)
  • Effective Public Relations
  • International Selling
  • International Selling at Company Level
  • Organisation for International Selling
  • Multinational Marketing
  • International Marketing
  • Exporting
  • Direct Methods of Overseas Selling
  • Subsidiary Companies
  • Joint Ventures
  • Direct Selling
  • Law and Ethical Issues
  • Terms and Conditions
  • False Descriptions
  • Ethical Issues
  • Bribery
  • Deception
  • The Hard Sell
  • Reciprocal Buying

Informação adicional

Sales And Marketing Management (2): Sales Environment - Leading to Diploma-postgraduate, Accumulating to Postgraduate Diploma, Progressing to Ma, Mba, Msc , Incorporating