Learn about the various concepts of buying and selling in a sales organization in this free online course on Alison.
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This free online course begins by explaining how important departmental relationships and coordinations are to the development and success of a sales organization. You will learn in detail the relevance of ensuring smooth coordination of selling in various departments of a sales organization. You will also learn about how departmental sales behaviour affects the relationship between a sales organization and its external stakeholders.
The course then explains the meaning of sales planning, the characteristic of a good and effective sales plan. You will learn about how sales forecasts are used in making quality sales decisions, and the importance of sales planning in sales management. You will also learn about how sales forecasting helps sales people come up with accurate sales projections, and how to prepare sales budgets when all pre sales projection conditions are met.
The course then explains the evolution of the relationship between buyers and sellers over the years. You will learn about diversity in personal selling situations, and the categorization of various sales positions. You will be introduced to the importance of salesmanship in a sales organization. You will also learn about the theories of selling and how they affect sales outputs in an organization.Start Course Now
Sales Organization - Learning Outcomes
Sales Department Relations - Internal
Sales Department Relations - External
Sales Planning and Forecasting
Methods of Sales Forecasting
Sales Organization - Lesson Summary
Relationship Between Buyers and Sellers
Relationship Between Buyers and Sellers - Learning Outcomes
Buyer - Seller Dyads
Diversity of Personal Selling Situations
The Different Theories of Selling
behavioural Theory and SPIN Selling
The Selling Process
Phases in the Selling Process
Relationship Between Buying and Selling - Lesson Summary
Upon successful completion of this course, you will be able to:
- Explain some interdepartmental relationships and coordinations in sales organizations
- Differentiate between formal and informal method of communication
- Describe the problems associated with informal methods of communication
- Explain the coordination of personal selling with other marketing activities
- List the four entities that maintains contact with the sales department in an organization
- Discuss the relationship between the sales department and the final buyers
- Describe the model of the salesperson - buyer dyadic relationships
- Discuss the diversity of personal - selling situations
- Differentiate between developmental and service selling
- List the types of sales position
- Describe the categorization of sales position in a sales organization
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