Indicative Content |
Evolution of the sales Role in a Digital Era
Consultative Selling, Relationship and value added selling. Variety of Sales roles in the context of Digital Marketing.
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Organizational Buying Behaviour
Who is involved in buying? How do they buy? What factors influence organisational purchasing? Purchasing behaviour within the context of strategic partnerships, supply chain management and digital selling.
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Pre sales planning using digital tools
Preparation, Lead generation online, Getting the appointment through effective email.
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Undertaking a FAB analysis
Identification of the products features, advantages and how to turn these into benefits for the customer.
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Overview of the selling process
Opening, • S.P.I.N. method of asking questions • Using open and closed questions • How to conduct an effective demonstration, Typical sources of objections • Effective methods for dealing with objections • Seller negotiation techniques • Effective closing techniques.
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Servicing the Sale
After sales and CX in B2B. the role of the relationship manager.
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SETU Carlow Campus reserves the right to alter the nature and timings of assessment
Module Resources
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Recommended Book Resources |
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David Jobber,Geoffrey Lancaster,Kenneth Le Meunier-Fitzhugh. (2019), Selling and Sales Management, Pearson Higher Ed, p.496, [ISBN: 9781292205052].
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Manning & Reece. (2014), Selling Today , International Edition., 13. Pearson prentice Hall.
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Supplementary Book Resources |
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Diana Woodburn,Malcolm McDonald. (2011), Key Account Management, 3. John Wiley & Sons, p.476, [ISBN: 9780470974155].
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Michael D. Hutt,Thomas W. Speh. (2012), Business Marketing Management: B2B, Cengage Learning, p.464, [ISBN: 9781133189565].
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Recommended Article/Paper Resources |
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Journal. IMM, Industrial Marketing Management.
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Journal. Journal of Personal Selling.
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Other Resources |
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Sales Institute. Sales Institute,
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MII. Marketing Institute of Ireland,
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