Sales & Marketing

TARGET GROUP:  Sales Personnel, Marketing Personnel Clerical Staff & Middle Management.

BACKGROUND: This course examines concepts of Sales  will allow participants to understand the different types of markets, the marketing Environment, Customer Relations and Value, understanding Marketing decisions, Brand and their purpose, the role of price in Marketing, Sales Techniques and the Marketing mix.

COURSE CONTENT:

MODULE 1 - Distinguishing Sales From Marketing:

  1. The Marketing Concept
  2. The Sales Concept
  3. Development of Sales through Marketing

MODULE 2 - The Marketing Mix

  1. Product, Price, Place, Promotion
  2. Fitting Public Relations into the Mix
  3. Creating the right Marketing Mix

MODULE 3 - The Customer

  1. The personality Types of Buyers
  2. Demography
  3. Segmenting Buyers
  4. Customer Satisfaction
  5. Handling Customer Complaints

MODULE 4 - Marketing a Successful Sale

  1. Adopting a strategy
  2. Knowing your Product & Market
  3. Identify Selling Points
  4. Using AIDCA- Attention, Desire, Conviction and Action

MODULE 5 - The Sales

  1. Projecting a Professional Image
  2. Sales Techniques
  3. Telephone Sales
  4. Sales Records

MODULE 6 - Advertising

  1. Types of Advertising
  2. Where to Advertise and When
  3. Advertising Costs
  4. Promotions

ASSESSMENT: Participants are expected to participate in class discussions and are required to submit a project (which will be marked) for a final grade.