概要

Introduction to Marketing, Managing a sales territory, Marketing environment, Identifying and targeting new business, Macro and Micro Environment, Personal selling, Identifying and targeting new business,nConsumer buyer behavior, Exploiting new areas of opportunity, Market research process, Sales Strategies, Self-Analysis, The Marketing mix, Planning and prioritise meetings, Market Segmentation, Targeting Consumers, Sales Situations Selling Styles, Positioning Products Brands, Sales Preparation Research, Market segmentation, targeting and positioning, Structured Sales Model, Developing marketing plan Sales People with the wrong approach, Product Services Branding Getting Attention Opening the call, Consumer-Brand relationship Prospecting and Business development, Brand equity and value The Customer Motivation Model, Pricing decisions, Handling Communicating with Buyers, developing and implementing marketing programmers, Ways to Handle Difficult Buyers, Internet Managing Marketing web-sites, Using products to solve Clients problems, Cyber Marketing, Closing the Sale in a professional manner, Gaining Commitment, nDirect Marketing, Sales Promotion, Customer Service, Key Account Management, Marketing Distribution and channel decisions, Presentation Planning Project, International Marketing, Customer Service, Case Studies Personal Action Plan