Subject

Selling and Sales Management

The role of selling, sales techniques, sales promotion, sales planning, sales force management, administration and performance evaluation (ZIM MG4).

What this subject covers

Prepares learners for the ZIM MG4 Selling and Sales Management paper. The selling topics cover the salesperson's role, buyers and sales channels, ethics, international selling, prospecting, the approach and presentation, handling objections, closing and follow-up, selling up and on, sales promotion and merchandising. The management topics cover organising the sales force, recruitment and selection, training, motivation and remuneration, territory design and route planning, forecasting, budgets and quotas, supervision and control, sales meetings, administration, research and performance evaluation.

Lesson topics

Selling, the Salesperson and the Marketing Function
Buyers, Markets and Sales Channels
Sales Ethics
International Selling
The Selling Process, Prospecting and Pre-Sales Research
The Sales Approach, Presentations, Demonstrations and Benefit Selling
Identifying, Pre-empting and Overcoming Objections
Closing, Follow-Up, Customer Care and Relationship Management
Selling Up, Selling-On and Switch Selling
Sales Promotion: Premiums, Incentives, Competitions and Evaluation
Merchandising, Sales Aids and Direct Mail
Sales Management: Roles, Skills, Organisation and Communication
Recruitment and Selection of Salespeople
Sales Training, Coaching and Training Evaluation
Sales Motivation, Leadership and Morale
Sales Compensation, Remuneration and Incentive Plans
Sales Force Size, Territory Design and Territory Analysis
Route Planning, Time Management and Activity Analysis
Sales Forecasting
Sales Budgets, Quotas, Targets and the Sales Action Plan
Sales Supervision, Control, Field Records and Appraisal
Sales Meetings and Conferences
Sales Administration, Customer Databases and Sales Technology
Sales Research and Customer Insight
Sales Analysis, Performance Evaluation, Reporting and Corrective Action

CPD advantage: Completing this subject may qualify for Continuous Professional Development (CPD) points with your professional body — check with them for recognition.

Fees

Course fee K850.00

Assessment fee Not applicable — no assessment

Total amount to pay K850.00

Save K600.00 by bundling

Pay K2,800.00 for all 4 subjects in ZIM Marketing Level 6 instead of K3,400.00 — assessment fees included, no extra payment. View the programme.

25 lesson topics

No assessment at present. This subject is currently study-only: you get the full lessons, but there is no assessment to take, so it doesn't lead to a certificate for now.

Remember: you must apply for a minimum of 2 subjects in total.

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