International brand management

Description

This course will help you deepen knowledge in the sales function from both the managerial and marketing perspectives. You will understand the organization of the sales function and its main challenges. More particularly, you will learn how to manage the sales force from the recruitment to the evaluation. You will also learn about personal selling techniques, which extend from detecting a need, to closing the deal with a customer. You will be able to demonstrate these selling techniques through simulations.

Compétences visées

Upon completion of this course, students should be able to
- (level 1) Describe the sales management principles and stages
- (level 3) Determine a selling process
- (level 4) Analyze the role of marketers and participants in the selling procedure
- (level 5) Incorporate the customer needs and collaborate with the sales team
- (level 6) Evaluate a selling proposition

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