|Module / ECTS / Path / Specialisation||Module :Principles of Sales Management : 3 ECTS.|
|Discipline||Sales and Marketing|
|Open for visitors||yes (5 ECTS)|
|Working language :||English|
|Volume of contact hours :||27 h|
|Workload to be expected by the student :||81 h|
Track : Attendance
|LEARNING GOAL 1 : Students will master state-of-the-art knowledge and tools in management fields in general, as well as in areas specific to the specialized field of management.|
|Students will identify a business organization’s operational and managerial challenges in a complex and evolving environment.|
|Students will understand state-of-the-art management concepts and tools and use them appropriately.|
|Students will implement appropriate methodologies to develop appropriate solutions for business issues.|
|LEARNING GOAL 2 : Students will develop advanced-level managerial skills.|
|Students will work collaboratively in a team.|
|Students will participate in a decision-making process in a critical way.|
|Students will communicate ideas effectively, both orally and in writing, in a business context.|
|LEARNING GOAL 4: Students will study and work effectively in a multicultural and international environment.|
|Students will analyze business organizations and problems in a multicultural and international environment|
Marketing and Sales Management Skills course is a comprehensive course aimed at all those involved in the process of selling. This course focuses on the psychology behind trading, the importance of effective communication in successful selling, the generation of loyal, returning customers, traditional and modern selling techniques, sales pitch structure and delivery, overcoming objections, the art of persuasion and the significance of ethical selling. Apart from specific exercises covering each section of the course, bite size activities have also been included to encourage optimal learning.
“A sale is not something you pursue, it is something that happens to you while you are immersed in serving your customer.”
Since the industrial revolution, the world has gone through a major development frenzy leading to the production of the vast number of products and services that we enjoy today. As the number of products, ideas and concepts have increased, so is the need to inform and convince others of their benefits and applications to personal and professional lives. Sales skills therefore have become a vital part of any successful business and organization. The sophisticated sales industry active today has introduced new selling philosophies and pioneered modern techniques and sales methodologies.
- Define modern approaches of selling
- Demonstrate what is the relationship between sales and marketing
- Categorize how to overcome objections
- Distinguish How to do your own sales pitch
- Formuler a convincing presentation
- Choose read the body language of a customer and use your own body language to emphasize key points
In this highly practical course you will learn:
Why People Buy?
•What are sales myths?
•What attitudes work best to make the most conversations?
•What is the relationship between sales and marketing?
•What makes people accept a salesperson’s offer?
What framework should you follow when selling?
•What are the historical approaches to selling?
•What steps should you follow explicitly to get results?
•How to close a deal with ease?
What strategies should you follow?
•How to overcome objections?
•How to produce a convincing presentation?
•How to prepare for a sales activity and what should you pay attention to before attending a sales meeting to increase your chances of success?
•How to be an ethical salesperson?
•What are the historical sales strategies and how have they progressed through time?
What is the best way to structure your sales pitch?
•What formula works best?
•How to create a loyal customer by delivering a pitch directly targeted at them?
•How to respond to a customer’s needs?
How to use modern approaches of selling?
•What are the best strategies to use in business-to-business sales activities?
•How to establish rapport and gain the trust of the customer?
•What are the differences between modern and traditional sales techniques and how can you take advantage of these new trends?
•How does a successful salesperson cope with changes in modern trading?
How to present yourself optimally using psychology?
•How does first impression work and how to take advantage of it?
•How to read the body language of a customer and use your own body language to emphasize key points?
•How to improve your listening skills?
•How to appear more confident?
Marketing and sales management basic skills
Sales Management: Building Customer Relationships and Partnerships by Joe F. Hair, Rolph E. Anderson, Rajiv Mehta and Barry J. Babin
Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff
80/20 Sales and Marketing: The Definitive Guide to Working Less and Making More by Perry Marshall and Richard Koch (Aug 13, 2013)
Such behaviors as...
... may lead to expulsion from classes.