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CADD TRAINING CENTRE (M) SDN BHD. Email: info@citylabs2u.

com
(779285-M) Office: +60 3 7957 8775
PJ 8’ Avenue, Unit A-1-5 Fax: +60 3 7957 8775
Jalan Sungai Jernih 8/1 Web: www.citylabs2u.com
46050 Petaling Jaya e-Learning: www.citylabs2u.com/OnlineLearning
CiTY Selangor D.E., Malaysia Jobs: www.cityjobcorner.com

Advertising & Sales Management
Overview
Sales management involve formulation of sales strategy through development of
account management policies, sales force compensation policies, sales revenue forecasts,
and sales plan. Advertising is a promotional tool where a seller uses media to communicate
about its products, services or organization
What You Will Learn
• Get an accurate status of opportunities based on pipeline milestones
• Develop a tactical plan to help salespeople win opportunities
• Identify specific selling problems (opportunity and skill) that hinder sales productivity
• Apply focused coaching with actionable items, including a simple coaching framework as
well as timing for praise and corrective feedback
• Apply a management-by-exception approach to increase management productivity
• Anticipate and avoid quota attainment (shortfalls)
• Increase forecast accuracy
• Business issues and potential benefits derived:
• Increase chances of winning opportunities in the pipeline
• Increase sellers productivity and skills

Learning Outcomes:
• Get an accurate status of opportunities based on pipeline milestones
• Develop a tactical plan to help salespeople win opportunities
• Identify specific selling problems (opportunity and skill) that hinder sales productivity

Prerequisite
• Executive Management
• Research Methodology
• Marketing Management
Who Should Attend
• Sales Managers
• Dealer Principles
• CEO’S / General Manager
• Future Leader
• Advertiser
• Web Designer

Course Outline

CADD TRAINING CENTRE (M) SDN BHD. (779285-M) 03-79578775 harvinder@citylabs2u.com

Guarantees. Purpose or use. Warranty. The Impact of Marketing and Selling on Society.com 46050 Petaling Jaya e-Learning: www. Planning Ahead.Managing a Sales Team • Building quality partnerships References: • CADD TRAINING CENTRE (M) SDN BHD’s Notes CADD TRAINING CENTRE (M) SDN BHD.Developing a Customer Strategy • Types of Buyers. Ways of Managing Sales. Sales Records.E. Public Responses to Modern Marketing Trends (eg.Developing Sales Concepts • Goods & Services.Building Product Knowledge • Good & Bad Features (eg. Understanding Buyers. Make/trade name. Pricing. importance of the personal approach. Service Costs) Lesson 5: .Sales Ethics • The Law and Ethics. Wholesale/retail price.com Lesson 1: .citylabs2u.. Territory management. Deceit. Model. Environmentalism etc). Trade Displays etc Lesson 7: .Closing a Sale • Difficulties with closing a sale & solutions.com (779285-M) Office: +60 3 7957 8775 PJ 8’ Avenue.Developing Sales Relationships • Sales Methods. Materials used. Developing a Sales Concept. Key Rules for Every Salesperson Lesson 6: . Social Problems.com/OnlineLearning CiTY Selangor D. Difficult Buyers. Spare parts (availability and location). Stress Management Lesson 9: . Unit A-1-5 Fax: +60 3 7957 8775 Jalan Sungai Jernih 8/1 Web: www. Communication skills and conversational selling Lesson 3: .com .Managing Yourself • Time management. Increasing Sales Lesson 2: . Shop Layout. Locating Your Displays For Best Results). Consumerism.cityjobcorner. How & where it is manufactured.citylabs2u. Predetermined Obsolescence. Enlightened Marketing Lesson 4: . Buyer Motivation. CADD TRAINING CENTRE (M) SDN BHD. Record Management. Presentation & the Selling Personality (personality traits of a salesperson). Lesson 8: . Email: info@citylabs2u. Malaysia Jobs: www. High Pressure Sales. Understanding Selling. (779285-M) 03-79578775 harvinder@citylabs2u. Steps in the Sales Order.Presentation Strategy Options • Displays (eg. Poor Quality Products.