Sales and Marketing

course structure

  • Understanding the marketing environment

  • Sales vs marketing

  • Holistic marketing concept

  • Company orientation towards the market place

  • Developing marketing strategies and plans

  • Mission statement

  • Define competition

  • Market analysis & Porter’s Model

  • Marketing information system

  • Measuring marketing productivity

  • Forecasting and demand measurement

  • Marketing mix modelling

  • Connecting with customers

  • Analyzing consumer markets

  • Analyzing business markets

  • Identifying market segments and targets

  • Building strong brands

  • Developing a brand equity measurement system

  • Shaping the market offerings

  • Delivering value

  • Communicating the customer value

  • Value creation and delivery in e-commerce platforms

  • Objective and scope of personal selling

  • Understanding personal selling situations

  • Personal selling process

  • Prospecting and objection handling

  • Functions and purpose of a sales organization

  • Understanding the structure of the sales organization

  • Assessing sales performance

  • Preparing sales budget

  • Need and establishment of sales territory

  • Sales forecasting

  • Different models in sales forecasting

  • Understanding market potential

  • Channel management

  • Channel design

  • Selection of appropriate channels

  • Channel motivation

  • Understanding distribution

  • Components of physical distribution

  • Transportation

  • Warehousing

  • Understanding the marketing environment

  • Sales vs marketing

  • Holistic marketing concept

  • Company orientation towards the market place

  • Developing marketing strategies and plans

  • Mission statement

  • Define competition

  • Market analysis & Porter’s Model

  • Marketing information system

  • Measuring marketing productivity

  • Forecasting and demand measurement

  • Marketing mix modelling

  • Connecting with customers

  • Analyzing consumer markets

  • Analyzing business markets

  • Identifying market segments and targets

  • Building strong brands

  • Developing a brand equity measurement system

  • Shaping the market offerings

  • Delivering value

  • Communicating the customer value

  • Value creation and delivery in e-commerce platforms

  • Objective and scope of personal selling

  • Understanding personal selling situations

  • Personal selling process

  • Prospecting and objection handling

  • Functions and purpose of a sales organization

  • Understanding the structure of the sales organization

  • Assessing sales performance

  • Preparing sales budget

  • Need and establishment of sales territory

  • Sales forecasting

  • Different models in sales forecasting

  • Understanding market potential

  • Channel management

  • Channel design

  • Selection of appropriate channels

  • Channel motivation

  • Understanding distribution

  • Components of physical distribution

  • Transportation

  • Warehousing

Jump start your career in Sales and Marketing

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