Understanding Sales and Sales Techniques aims to equip learners with an understanding of the sales environment and techniques required to become a professional sales person.
Main Topics of Study:
Function of Selling in Marketing
- The role of selling
- Types of selling
- Sales management
- The marketing concept
- Implementing the marketing concept
- The links between sales and marketing
Sales Techniques
- Responsibilities and preparation
- Personal Selling Skills
- ~Personal selling process
- ~Opening
- ~Problem identification
- ~Presentation and demonstration
- ~Dealing with objections
- ~Negotiation
- ~Closing the sale
- ~Follow-up
- Relationship Selling
- ~Total quality management to customer care
- ~Relationship marketing
- Key Account Management
- ~Tasks and tactics
- ~Advantages and risks
- ~Relationship development model
- ~Global account management
- ~Information and planning
Sales Environment and Buyer Behaviour
- Buyer behaviour
- ~Consumer and organisational buyer behaviour,
- ~Similarities and differences
- ~Factors affecting the process
- ~Relationship management
- International Selling
- ~Economic influences
- ~International selling at company level
- ~Cultural factors in international selling
- ~Organisation for international selling
- Sales Settings
- ~Environmental and managerial forces impacting sales
- ~Industrial, commercial, public authority selling
- ~Sales channels and Distribution Management
- ~Exhibitions
- ~Public relations
- ~Selling for resale
- ~Selling services
- ~Sales promotions
Sales Management
- Advantages and disadvantages of direct marketing
- Advantages and disadvantages of database marketing
- Managing a direct marketing campaign
- Sales management and technology
Example Candidate Response Booklet
Example Candidate Response (ECR) Booklets are a source of crucial information for Centres and Candidates as they use real candidate responses. We ask Senior Examiners to comment on five or more responses in terms of why the mark was awarded with commentary about how to improve the answer (if necessary).
