SALES MANAGEMENT– Distance Learning Course
ACS Distance Education
Distance learning, correspondence courses, distance education
The content of the nine lessons is as outlined below:
1. Developing Sales Concepts
Goods & Services, Ways of Managing Sales, Developing a Sales Concept, Planning Ahead, Understanding Selling, Understanding Buyers, Steps in the Sales Order, Increasing Sales
2. Developing Sales Relationships
Sales Methods, Presentation & the Selling Personality (personality traits of a salesperson), Communication skills and conversational selling
3. Sales Ethics
The Law and Ethics, Social Problems, Pricing, Deceit, High Pressure Sales, Poor Quality Products, Predetermined Obsolescence, The Impact of Marketing and Selling on Society, Public Responses to Modern Marketing Trends (eg. Consumerism, Environmentalism etc), Enlightened Marketing
4. Building Product Knowledge
Good & Bad Features (eg. Make/trade name; Model; Purpose or use; How & where it is manufactured; Materials used; Wholesale/retail price; Guarantees; Warranty; Spare parts (availability and location); Service Costs)
Knowing the Competition etc.
5. Developing a Customer Strategy
Types of Buyers, Buyer Motivation, Difficult Buyers, Key Rules for Every Salesperson
6. Presentation Strategy Options
Displays (eg. Locating Your Displays For Best Results), Shop Layout, Trade Displays etc.
7. Closing a Sale
Difficulties with closing a sale & solutions, importance of the personal approach.
8. Managing Yourself
Time management, Territory management, Record Management, Sales Records, Stress Management
9. Managing a Sales Team
Building quality partnerships.
Find out more at http://www.acsedu.co.uk/Courses/Business-and-Management/SALES-MANAGEMENT-BBS102-379.aspx
Or email us at [email protected] for more information
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