Sales And Marketing Management (2): Sales Environment

HRODC Postgraduate Training Institute
In Central London (Grossbritannien), Abu Dhabi, United Arab Emirates (Vereinigten Arabischen Emirate), Abuja, Nigeria (Nigeria) und an 47 weiteren Standorten

4001-5000

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Beschreibung

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

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Voraussetzungen: Degree or Work Experience

Veranstaltungsort(e)

Wo und wann

Beginn Lage
Freie Auswahl
Abu Dhabi, United Arab Emirates
Khalifa Street, 44486, Abu Dhabi, Vereinigten Arabischen Emirate
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Freie Auswahl
Abuja, Nigeria
Cadastral Zone A0, Central Business District, Abuja, 7069, Nigeria, Nigeria
Freie Auswahl
Addis Ababa, Ethiopia
Kirkos Subcity Kebele, 21555, Ethiopia, Äthiopien
Karte ansehen
Freie Auswahl
Algiers, Algeria
Pins Maritimes, 16000, Algeria, Algerien
Karte ansehen
Freie Auswahl
Algiers, Algeria
Rue Hassiba Benbouali, 16015, Algeria, Algerien
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Freie Auswahl
Amman, Jordan
Bin Ali Street, 11118, Jordan, Jordanien
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Alle ansehen (50)

Was lernen Sie in diesem Kurs?

Management
Personnel
IT
Marketing
Sales
Purchasing
Marketing Management
Consumer Behaviour
International
IT Management
Sales Training
Sales and marketing
Production
Sales Marketing
Sales Environment

Themenkreis

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

Zusätzliche Informationen

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