Sales Management

TEACHING UNIT 1. ORGANIZATION OF THE BUSINESS ENVIRONMENT 1. Structure of the business environment 2. Business models and formats 3. Evolution and trends in marketing and distribution. Sources of information and business updates 4. Business Structure and Processes Within the Company 5. Positioning and Brand Image of Products, Services, and Retail Establishments 6. General Regulations Governing Commerce 7. Consumer Rights TEACHING UNIT 2. PROFESSIONAL SALES MANAGEMENT 1. The Professional Salesperson 2. Organizing the Work of the 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 Re-energizing the Sales Team 5. The Leader as a Mentor LEARNING UNIT 4. SALES PROCESSES 1. Types of Sales 2. Stages of the sales process 3. Sales preparation 4. Approaching the customer 5. Product/service analysis 6. The sales pitch LEARNING UNIT 5. APPLICATION OF SALES TECHNIQUES 1. Product/Service Presentation and Demonstration 2. Demonstrations to a Large Group of Customers 3. Sales Pitch 4. Techniques for Handling Objections 5. Techniques for Persuading Customers to Buy 6. Cross-Selling 7. Communication Techniques Applied to Sales 8. Remote Communication Techniques TEACHING UNIT 6. CUSTOMER FOLLOW-UP AND LOYALTY 1. Trust and Business Relationships 2. Loyalty Strategies 3. Outsourcing Customer Relations: Telemarketing 4. Customer Relationship Management (CRM) Applications TEACHING UNIT 7. RESOLVING SALES-RELATED CONFLICTS AND COMPLAINTS 1. Conflicts and Complaints in Sales 2. Handling Complaints and Claims 3. Resolving Complaints 4. Common Responses and Practices in the Retail Sector 5. Out-of-Court Resolution of Complaints: Advantages and Procedure 6. Consumer Arbitration Boards TEACHING UNIT 8. THE INTERNET AS A SALES CHANNEL 1. Commercial Relationships via the Internet 2. Benefits of Online Systems 3. Models of Internet Commerce 4. Online Servers TEACHING UNIT 9. COMMERCIAL WEB DESIGN 1. Internet Users as Potential and Actual Customers 2. Commercial Criteria in the Design of Commercial Websites 3. Online Stores 4. Online Payment Methods 5. Customer Disputes and Complaints 6. User-Level Applications for the Design of Commercial Websites: Content Management MODULE 2. MARKETING LEARNING UNIT 10. EXECUTION AND IMPLEMENTATION OF THE MARKETING PLAN 1. Phases of the marketing plan 2. Negotiating the marketing plan within the company 3. Financial resources for the marketing plan LEARNING 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. Return on investment analysis of the marketing plan 4. Preparing monitoring reports LEARNING UNIT 12. POINT-OF-SALE MARKETING 1. Concept of Point-of-Sale Marketing 2. Physical and Psychological Methods to Stimulate Sales 3. Point-of-Sale Analysis 4. Assortment Management 5. Point-of-Sale Promotion LEARNING UNIT 13. PROMOTIONAL MARKETING 1. Concept and objectives of promotion 2. Consumer-targeted promotional strategies: 2-for-1, 3-for-2, others 3. Promotional strategies for distributors, intermediaries, and retail outlets 4. Special promotions 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 indices and ratios for evaluating promotions 3. Applications for calculating and analyzing deviations in promotional activities 4. Project and task management applications and spreadsheets 5. Reports for monitoring sales promotions