SELLING AND SALES MANAGEMENT LEVEL 3

Aims

The aim of the examination is to enable candidates to develop:
(a) selling skills and techniques
(b) an understanding of sales administration
(c) an ability to manage the sales process
(d) an appreciation of sales records analyses

Syllabus

Candidates should be aware of the fact that this subject area is only one element within the marketing mix, so a general (but not necessarily detailed) overview of marketing will be assumed, together with some knowledge of other marketing mix elements (eg advertising, pricing, distribution). At least one question will require an answer in the form of a report.

1 Establish a Sales Plan
    1.1 Strategic sales plan
    1.2 Decision to buy
    1.3 Tactical selling plans
    1.4 Evaluation and control
2 The Selling Function
    2.1 The selling process
    2.2 The buying process
    2.3 Sales development
3 Distribution Channels
    3.1 Channel considerations
    3.2 Communication mix
    3.3 Other distributive issues
4 Recruitment and Training
    4.1 Recruitment
    4.2 Sales training
5 Sales Management
    5.1 Sales planning
    5.2 Sales administration
    5.3 Sales management
    5.4 Motivation and control
    5.5 Information technology
6 Sales Forecasting, Budgeting and Evaluation
    6.1 Forecasting
    6.2 Budgeting
    6.3 Evaluation
7 Sales Records
    7.1 Customer database
8 Legal and Ethical Issues in Selling
    8.1 Legal issues
    8.2 Ethical issues
9 Sales Organization and Control
    9.1 Sales Organization
    9.2 Sales control