Document 14867672

Sales_and_Marketing_Management_Marketing_London_Analysis_Segmentation_Targeting_Planning_Process_Hierarchy_of_Marketing_Plan_Consumer_Buyer_Behavior_Sales_Strat egies_International_Selling_Key_Account_Management_Direct_Marketing_Recruitment_and_Selection_Motivation_and_Training_Sales_Force_Evaluation_Course

Sales and Marketing Management: Sales Management – Leading to Diploma-Postgraduate in Sales Management, Accumulating to

Postgraduate Diploma, Progressing to MA, MBA, MSc

S a l l l e e s s s a n d M a r r

#103.M4

k e e t t t i i i n g M a

S a l l l e e s s s M a n a g e e m a e e n n a t t t g e e m e e n t t t : : :

S a l l l e e s s s M a n a g e e m e e n t t t

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S a l l l e e s s s a n d

S a

M l l l e e a s a s s r r k

M e e a t t t i i n i n a g g e e

M m a e e n n t t a t g e e m e e n t t t : : :

S a l l l e e s s s M a n a g e e m e e n t t t

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Course Co-ordinator:

P r o f f .

.

D r .

.

R .

.

B .

.

C r a w f f o r d – D i i r e c t t o r H R O D C P o s t t g r a d u a t t e T r a i i n i i n g I I n s t t i i t t u t t e

PhD (London),

MEd. M. (Bath),

Adv. Dip. Ed. (Bristol),

PGCIS (TVU),

ITC (UWI),

MSCOS

Member of the Asian Academy of Management - MAAM,

Member of the International Society of Gesture Studies - MISGS

Member of the Academy of Management - MAOM,

LESAN,

Visiting Professor Polytechnic University of the Philippines – PUP

For Whom This Course is Designed

This Course is Designed For:

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Sales / Marketing Managers

Relationship Managers / Executives

Product and Business Development Managers

Sales Professionals

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Marketing Officers

Marketing Support Personnel

Sales Managers

Sales Executives

Sales Personnel

Key Account Specialists

Anyone who wish to upgrade their skills to function effectively in the sales and marketing environment

Duration: 5 days

Cost:

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£4,000.00

+ VAT (Government Tax) Per Delegate for UK Delivery

£5,000.00

+ VAT (Government Tax) Per Delegate for non-UK European Delivery

£5,000.00

Per Delegate for Non-European Delivery ( No VAT - Government Tax)

Cost includes:

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Continuous refreshments,

Hot Lunch,

Stationery,

Course Guide and Supplement,

HRODC Postgraduate training Institute’s Diploma – Postgraduate - or

Certificate of Attendance and Participation

Course runs from 9:30 to 4:30 pm.

Location: Central London and International Locations

Schedule - Part 2: http://hrodc.com/London_Postgraduate_Courses_Postgraduate_Diploma_Postgraduate_

Executive_MBA_Schedule_MBA_Diploma_London_UK.htm

Click to book this course: http://www.hrodc.com/Course_Booking_Form_London_Dubai_Kuala_Lumpur_Paris_Joh annesburg_Cairo_Jeddah_Abu_Dhabi_Kuwait_MBA_MSc_MA_Course.htm

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Sales and Marketing Management: Sales Management

Leading to Diploma-Postgraduate in Sales Management

C o u r s e O b j j e c t t i v e s

By the conclusion of the specified learning and development activities, delegates will be able to:

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Appreciate that salesperson selection is a key to ultimate selling success;

Prepare a job description and specification

Apply interview and selection procedures in the context of recruiting salespeople;

Understand the advantages and drawbacks of certain tests and procedures related to selection;

Apply motivation in practice;

Understand certain motivation theories of the following in the context of selling:

 Hertzberg

 Vroom’s Expectancy Theory

 Adam’s Inequality Theory

Know the role of leadership in motivation;

Set sales targets and quotas;

Understand what is required to be a successful leader;

Organise suitable sales training programmes and evaluate their usefulness;

Evaluate training courses and applying the required criteria for such evaluation;

Evaluate training courses and applying the required criteria for such evaluation;

Appreciate the advantages and disadvantages of different sales force organisation structures;

Compute the numbers of salespeople needed for different selling situations;

Understand the factors to be considered when developing sales territories;

Strike a balance between various sales compensation plans;

Recognise the position of sales forecasting in the marketing planning system;

Understand qualitative forecasting techniques;

Understand quantitative forecasting techniques;

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Appreciate how computer software is used in forecasting;

Understand the part budgets play in the smooth running of an organisation;

Comprehend how the sales budget is derived and its purpose;

Understand the meaning of sales force evaluation;

Understand the sales force evaluation process;

Know how standards of performance are set in order that the sales can be achieved;

Understand how information plays a key role in the evaluation process;

Set qualitative and quantitative measures of performance; and

Know the role of evaluation in sales management.

C o u r s e C o n t e n t t s , C o n c e p t t s a n d I I s s u e s

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Recruitment and Selection

The Importance of Selection

Preparation of the Job Description and Specification

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The Title of the Job

Duties and Responsibilities

To Whom They will Report

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Technical Requirements

Location and Geographical Area to be Covered

Degree of Autonomy

Stages in the Recruitment and Selection Process

Identification of Sources of Recruitment and Methods of Communication

 Main Sources of Recruitment

Designing an Effective Application Form and Preparing a Shortlist

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Motivation and Training

Hertzberg

 Physical Working Conditions

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Security

Salary

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 Interpersonal Relationships

Vroom’s Expectancy Theory

 Expectancy

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Instrumentality

Valence

Adam’s Inequity Theory

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Monetary Rewards

Workload

Promotion

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Degree of Recognition

Supervisory Behaviour

Targets

Tasks

Leadership

Training Programme

 Components of Training Programme

Criteria Used to Evaluate Training Courses

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Organisation and Control

Sales Territory

Compensation and Sales Volume

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Sales Forecasting and Budgeting

Marketing Forecasting

 Short-term Forecasts

 Medium-term Forecasts

 Long-term Forecasts

Diffusion Models

The Budgetary Process

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Sales Force Evaluation

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Sales Force Evaluation Process

The Central Role of Evaluation in Sales Management

 Attainment and Setting of Objectives

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Compensation

Training

Motivation

Synopsis of Diploma – Postgraduate, Postgraduate Diploma and

Postgraduate Degree Regulation

P o s s t t t g g r r a a d u a a t t t e e D i i i p l l l o m a a a a n a a d n

A d s s s

D s e i e i i s p s s l s l l o m m e e a a n t t t

– –

R

P e e o q s s u t t t u i g i i g r r r r e a e a d m u e e a a n t t t t t t e e : : : T h e i i i r r D i i i s s t t t i i i n c c t t t i i i o n

Delegates studying courses of 5-9 days duration, equivalent to 30-54 Credit Hours (direct lecturer contact), will, on successful assessment, lead to the Diploma – Postgraduate. This represents a single credit at Postgraduate Level. While 6-day and 7-day courses also lead to a

Diploma – Postgraduate, they accumulate 36 and 42 Credit Hours, respectively. Delegates and students who fail to gain the required level of pass, at Postgraduate Level will receive a

Certificate of Attendance and Participation. The Certificate of Attendance and Participation will not count, for cumulative purpose, towards the Postgraduate Diploma.

Courses carry varying credit values; some being double credit, triple credit, quad credit and 5credit, etc. These, therefore, accumulate to a Postgraduate Diploma. As is explained, later, in this document, a Postgraduate Diploma is awarded to students and delegates who have achieved the minimum of 360 Credit Hours, within the required level of attainment.

Credit Value and Credit Hours examples of Diploma – Postgraduate Courses are as follows:

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C r r e d i i i t t t V a l l l u e e

Single-Credit

Double-Credit

Triple-Credit

Quad-Credit

10-Credit (X36 Credit-Hours) to 12-

Credit (X30 Credit-Hours)

C r r e e d i i i t t t H o u r r s

30-36

60-72

90-108

120-144

360

Other Credit Values are calculated proportionately.

Because of the intensive nature of our courses and programmes, assessment will largely be incourse, adopting differing formats. These assessment formats include, but not limited to, inclass tests, assignments, end of course examinations. Based on these assessments, successful candidates will receive the Diploma – Postgraduate, or Postgraduate Diploma, as appropriate.

In the case of Diploma – Postgraduate, a minimum of 70% overall pass is expected. In order to receive the Award of Postgraduate Diploma, candidate must have accumulated at least the required minimum ‘credit-hours’, with a pass (of 70% and above) in at least 70% of the courses taken.

Delegates and students who fail to achieve the requirement for Postgraduate Diploma, or

Diploma - Postgraduate - will be given support for 2 re-submissions for each course. Those delegates who fail to achieve the assessment requirement for the Postgraduate Diploma or

Diploma - Postgraduate - on 2 resubmissions, or those who elect not to receive them, will be awarded the Certificate of Attendance and Participation.

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D i i i p

P l l l o o s s t t m t g g a r a r a a

– – d

P u o a a s t s t t t t e t e g g r r

D a a e e d g g r u r a e a e t e t t e e e , , ,

A

P p o p l l s l s i i i t t t c c g g a a r r t t t a i a i i d o u n a a

R t t t e e e e q

D u i i i i i i p r r l l l o m a a a e m e e n t a t t n s n d

Applicants for Diploma – Postgraduate, Postgraduate Diploma and Postgraduate Degrees are required to submit the following documents:

 Completed Postgraduate Application Form, including a passport sized picture affixed to the form;

 A copy of Issue and Photo (bio data) page of the applicant’s current valid passport or copy of his or her Photo-embedded National Identity Card;

 Copies of credentials mentioned in the application form.

A d m i i i s s s s i i i o n a a n d E n r r o l l l m e e n t t t P r r o c c e e d u r r e

 On receipt of all the above documents we will make an assessment of the applicants’ suitability for the Programme for which they have applied;

 If they are accepted on their Programme of choice, they will be notified accordingly and sent Admission Letters and Invoices;

 One week after the receipt of an applicant’s payment or official payment notification, the relevant Programme Tutor will contact him or her, by e-mail or telephone, welcoming him or her to HRODC Postgraduate Training Institute;

 Non-European Students will be sent immigration documentation, incorporating a

Visa Support Letter. This letter will bear the applicant’s photograph and passport details;

 Applicants will be notified of the dates, location and venue of enrolment and orientation;

 Non-UK students will be sent general information about ‘student life’ in the UK and

Accommodation details.

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M o d e e s s o f f f S S t t t u d y y f f f o r r P o s s t t t g r r a a d u a a t t t e D i i i p l l l o m a a C o u r r s s e s s

There are three delivery formats for Postgraduate Diploma Courses, as follows:

1. Intensive Full-time Mode (3 months);

2. Full-time Mode (6 month);

3. Video-Enhanced On-Line Mode.

Whichever study mode is selected, the aggregate of 360 Credit Hours must be achieved.

C u m u l l l a a t t t i i i v v e e P o s s t t t g g r r a d u a a t t t e e D i i i p l l l o m a a C o u r r s s e s s

All short courses can accumulate to the required number of hours, for the Postgraduate

Diploma, over a six-year period from the first registration and applies to both general and specialist groupings. In this regard, it is important to note that short courses vary in length, the minimum being 5 days (Diploma – Postgraduate) – equivalent to 30 Credit Hours, representing one credit. Twelve 5-day short courses, representing twelve credits or the equivalent of 360

Credit Hours are, therefore, required for the Award of Postgraduate Diploma.

A six-day course (Diploma – Postgraduate) is, therefore, equivalent to 36 hours Credit Hours, representing one credit. Therefore, ten short courses, of this duration, equates to the required

360 Credit Hours, qualifying for the Award of Postgraduate Diploma. While double-credit courses last between ten and fourteen days, triple-credit courses range from fifteen to nineteen days. Similarly, quad-credit courses are from sixteen to nineteen days. On this basis, the definitive calculation on the Award requirement is based on the number of hours studied

(aggregate credit-value), rather than merely the number of credits achieved. This approach is particularly useful when a student or delegate studies a mixture of courses of different creditvalues.

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For those delegates choosing the accumulative route, it is advisable that at least two credits be attempted per year. This will ensure that the required number of credit hours for the

Postgraduate diploma is achieved within the six-year time frame.

P r r o g g r r e e s s s s i i i o n t t t o P o s s t t t g g r r a a d u a a t t t e e D e g g r r e e e e – – M A , , , M B A , , , M S c c

 On the successful completion of the Postgraduate Diploma , delegates may register for the Masters Degree, after their successful completion of Course #7: Research Project:

Design, Conduct & Report .

 The Delegates’ Degree Registration Category will be dictated by the courses or modules studied at Postgraduate Diploma Level. The categories relate to Master of Business

Administration (MBA); Master of Arts (MA) Master of Science (MSc); Executive Master of Business Administration (Executive MBA). Additional details are provided in the document entitled: regulation For HRODC Postgraduate Training Institute Diploma –

Postgraduate - Postgraduate Diploma and Masters Degree – MA, MBA, MSc.

Terms and Conditions

HRODC Policy Terms and Conditions are Available for viewing at: http://www.hrodc.com/COSTS.htm

Or Downloaded, at: http://www.hrodc.com/Brochure_Download_Centre.Company_Brochures_Seminar_Brochures

_Seminar_Schedule.htm

The submission of our application form or otherwise registration by of the submission of a course booking form or e-mail booking request is an attestation of the candidate’s subscription to our Policy Terms and Conditions, which are legally binding.

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