Key words
Sales management, sales technique, prospecting, account management, customer-oriented quoting, arguing and presenting, IWETO code S191 market study.
Objectives
Students must acquire a clear understanding of the function of a sales manager.
Students also need to acquire the sales skill needed to manage a sales pitch in a business environment.
Topics
Sales management
1. Placing the sales plan in the sales organisation;
2. Drawing up a sales forecast and a sales budget;
3. Discussing the various organisation structures and functions in a sales department;
4. Planning the sales rep team (e.g. determining the size of the fieldwork team, planning their routing)
5. Account management;
6. Assessing the sales organisation;
7. Knowing the basics of time management;
8. Knowing the means for leading and coaching the sales rep team.
Sales technique- Steps in building customer relations
a. Prospecting
b. Acquiring
c. Customer management - Sales technique addressing relation/advice
a. Setting goals and professionally preparing the sales pitch;
b. Techniques for contacting customers;
c. Needs analysis and finding out the buying motives in a business environment;
d. Quoting;
e. Techniques for phrasing a question;
f. Customer-oriented presentation and convincing arguing;
Prerequisites
Final Objectives
Materials used
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Study costs
Photocopies at the current Hogeschool Gent rate
Study guidance
Teaching Methods
Assessment
Lecturer(s)
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