COURSE CONTENT
Module 1 – Professional Selling: a marketing communication tool
- What is professional selling?
- Relationship to marketing mix: product, price and place
- Relationship management as a business strategy
- Why customers buy?
Module 2 – Customer Relationship Management
- How to begin the relationship?
- Building customer contacts
- Sales presentations: selling features and benefits
- Effective questioning and listening techniques
- Negotiation, handling objections and closing techniques.
Module 3 – Sales person relationship management in an organization
- Sales person's organization
- Relationship within the marketing department
- Relationship with other functional areas
Module 4 – Strategies and sales tactical plans
- Sales person's self-management process
- Use of SMART objectives
- Emerging trends in professional selling
- New technologies in selling