COURSE OVERVIEW:
Successful sales performance is critical to any revenue-based organisation. An organisation that consistently misses its sales goals may be forced to reduce operations or even go out of business. That's why it is critical for any struggling sales organisation to quickly identify factors for poor sales performance and correct them.
A number of major environmental (behavioural and technological) and managerial forces impact on how selling and sales management are and will be carried out.
This course places sales settings in their respective contexts. It shows that different selling approaches must be adopted, depending on the situation in which one is selling. Environmental and managerial forces will be discussed and their importance illustrated. Various sales settings including sales channels, industrial/commercial/ public authority, reseller and services selling will be examined.
Sales promotions relate to all types of sales setting and their growth and importance will be shown in respect of consumer markets, trade markets and as an aid to sales personnel motivation. Public relations will be discussed in some detail, as this area has expanded most over recent years and its relationship to the selling function is very direct, as the salesforce is increasingly being called upon to carry out PR activity.
In this course we analyse the major forces that affect selling and sales management. We then consider specific sales settings such as sales channels, industrial/ commercial/public authority, retail and services selling. Related activities that support selling activities, namely sales promotions and public relations, are also examined.
After completing this course, you should be able to: 1. Understand the forces that impact on selling and sales management. 2. Appreciate why channels are structured in different ways. 3. Evaluate push and pull promotional strategies and tactics. 4. Understand the unique problems and forces that surround organisational and service sales settings. 5. Evaluate the usefulness and application of sales promotions. 6. Understand the nature and role of public relations as a selling tool.
LEARNING OUTCOMES:
By the end of this course, you will be able to understand:
· The environmental forces that impact on sales
· The managerial forces that impact on sales
· The three activities required for strategic customer management to be performed
· The behavioural forces that impact on sales
· The rising consumer/organisational buyer expectations and fulfilment of higher order needs
· The customer avoidance of buyer–seller negotiations
· The expanding power of major buyers
· The globalisation of markets
· The fragmentation of markets
· The technological forces that impact on sale
· The different types of sales channels
· The physical distribution management (PDM)
· The channels of distribution
· How to select/reappraise sales channels?
· The characteristics of sales channels
· The industrial/commercial/public authority selling
· Selling for resale
· The seven different types of selling outlet
· The characteristics of services and products
· The different forms of franchising
· The common set of procedures for franchising arrangements
· Sales promotions activities and techniques
· The objectives of sales promotions
· The objectives of retailer–distributor promotions
· The nature and role of public relations
· The corporate identity
· What public relations is not?
· The objectives of public relations
· The corporate public relations
· What effective public relations depend on?
· The use of public relations consultancies
COURSE DURATION:
The typical duration of this course is approximately 2-3 hours to complete. Your enrolment is Valid for 12 Months. Start anytime and study at your own pace.
COURSE REQUIREMENTS:
You must have access to a computer or any mobile device with Adobe Acrobat Reader (free PDF Viewer) installed, to complete this course.
COURSE DELIVERY:
Purchase and download course content.
ASSESSMENT:
A simple 10-question true or false quiz with Unlimited Submission Attempts.
CERTIFICATION:
Upon course completion, you will receive a customised digital “Certificate of Completion”.