Course Status:	Released	Courseware Features
Course Language:	English
Course Duration:	4 Hours
Deployment Options:	Online, Interactive CDs, Network, Downloads, Intranet

Audience

Managers, prospective managers, and any other employees seeking advanced competency in the area of marketing

Prerequisites

A basic understanding of the principles of marketing

Course Aim

To introduce the learner to the promotion blend, and discuss effective personal selling

Learning Objectives

List and explain the various promotion methods. Discuss the criteria for effective promotion. Describe the promotion planning process. Explain the need to match promotion plans to overall marketing strategies. Explain the importance of the personal selling function. Describe the three basic sales tasks, and how they may be structured within a sales force. Describe the recruitment and training of sales personnel. Define and explain the purpose of sales prospecting. Describe a typical sales presentation. Discuss the importance of defining personal needs. Make an effective sales presentation. Discuss some recent retail innovations. Distinguish between the various types of wholesaler.

Topics Covered

Promotion - Promotion methods - Effective promotion - Promotion plans and blends - Matching promotion to strategy Personal Selling Defined - The role of personal selling - Sales tasks and structure - Sales personnel The Personal Selling Process - Sales prospecting - The sales presentation - Identifying customer needs - DecisionPath: Making a sale

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