Building Customer Satisfaction, Value and retention

Creating market oriented strategic plans

Analyzing Business markets and business buying behavior

Dealing with the competition

Identifying market segments and creating a product for that market

Designing a global market offering

Managing wholesaling and market logistics

Managing advertising, sales promotions and public relations

Managing the sales force

Managing the total market effort

Managing in a global economy

Strategic decision making

Environmental scanning

Strategy Formulation and implementation

Decision making for leaders

Buyer Characteristics and behavior patterns

Buyer motivation

Pricing, discounting and policies and procedures

Planning and delivering the sales presentation

Overcoming objections and closing the sale

The nature and scope of Sales management

Sales team management

Maximizing performance

International Trade and Negotiation Tactics

Value Chain evaluations

Directional Strategies