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