05-041 Selling and relationship marketing
first cycle professional study programme (Professional bachelor's degree) Management
Course Supervisor: Assoc. Prof. Armand Faganel
Content
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Introduction
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Use of information for understanding the sellers and buyers
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Creating value in a vendor-customer relations
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Ethical and legal issues in relational selling
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Search for customers and planning sales calls
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Communication Sales Communication
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The negotiations to achieve mutual satisfaction
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Completing sales and post acquisition monitoring
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Self-management - time and territory
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The success of the sales staff - behavior, motivation and perception of roles
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Acquisition and selection of sales staff
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Training sales staff ua performance of sales
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The remuneration of sales staff and payment
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Evaluating the performance of sales staff