CADD TRAINING CENTRE (M) SDN BHD. Email: info@citylabs2u.

com
(779285-M) Office: +60 3 7957 8775
PJ 8’ Avenue, Unit A-1-5 Fax: +60 3 7957 8775
Jalan Sungai Jernih 8/1 Web: www.citylabs2u.com
46050 Petaling Jaya e-Learning: www.citylabs2u.com/OnlineLearning
CiTY Selangor D.E., Malaysia Jobs: www.cityjobcorner.com

Advertising & Sales Management

Overview
Sales management involve formulation of sales strategy through development of
account management policies, sales force compensation policies, sales revenue forecasts,
and sales plan. Advertising is a promotional tool where a seller uses media to communicate
about its products, services or organization
What You Will Learn
• Get an accurate status of opportunities based on pipeline milestones
• Develop a tactical plan to help salespeople win opportunities
• Identify specific selling problems (opportunity and skill) that hinder sales productivity
• Apply focused coaching with actionable items, including a simple coaching framework as
well as timing for praise and corrective feedback
• Apply a management-by-exception approach to increase management productivity
• Anticipate and avoid quota attainment (shortfalls)
• Increase forecast accuracy
• Business issues and potential benefits derived:
• Increase chances of winning opportunities in the pipeline
• Increase sellers productivity and skills

Learning Outcomes:
• Get an accurate status of opportunities based on pipeline milestones
• Develop a tactical plan to help salespeople win opportunities
• Identify specific selling problems (opportunity and skill) that hinder sales productivity

Prerequisite
• Executive Management
• Research Methodology
• Marketing Management
Who Should Attend
• Sales Managers
• Dealer Principles
• CEO’S / General Manager
• Future Leader
• Advertiser
• Web Designer

Course Outline

CADD TRAINING CENTRE (M) SDN BHD. (779285-M) 03-79578775 harvinder@citylabs2u.com

 CADD TRAINING CENTRE (M) SDN BHD. Email: info@citylabs2u.com
(779285-M) Office: +60 3 7957 8775
PJ 8’ Avenue, Unit A-1-5 Fax: +60 3 7957 8775
Jalan Sungai Jernih 8/1 Web: www.citylabs2u.com
46050 Petaling Jaya e-Learning: www.citylabs2u.com/OnlineLearning
CiTY Selangor D.E., Malaysia Jobs: www.cityjobcorner.com

Lesson 1: - Developing Sales Concepts

• Goods & Services, Ways of Managing Sales, Developing a Sales Concept, Planning Ahead,
Understanding Selling, Understanding Buyers, Steps in the Sales Order, Increasing Sales

Lesson 2: - Developing Sales Relationships

• Sales Methods, Presentation & the Selling Personality (personality traits of a salesperson),
Communication skills and conversational selling

Lesson 3: - Sales Ethics

• The Law and Ethics, Social Problems, Pricing, Deceit, High Pressure Sales, Poor Quality
Products, Predetermined Obsolescence, The Impact of Marketing and Selling on Society, Public
Responses to Modern Marketing Trends (eg. Consumerism, Environmentalism etc), Enlightened
Marketing

Lesson 4: - Building Product Knowledge

• Good & Bad Features (eg. Make/trade name; Model; Purpose or use; How & where it is
manufactured; Materials used; Wholesale/retail price; Guarantees; Warranty; Spare parts
(availability and location); Service Costs)

Lesson 5: - Developing a Customer Strategy

• Types of Buyers, Buyer Motivation, Difficult Buyers, Key Rules for Every Salesperson

Lesson 6: - Presentation Strategy Options

• Displays (eg. Locating Your Displays For Best Results), Shop Layout, Trade Displays etc

Lesson 7: - Closing a Sale

• Difficulties with closing a sale & solutions, importance of the personal approach.

Lesson 8: - Managing Yourself

• Time management, Territory management, Record Management, Sales Records, Stress
Management

Lesson 9: - Managing a Sales Team

• Building quality partnerships

References:
• CADD TRAINING CENTRE (M) SDN BHD’s Notes

CADD TRAINING CENTRE (M) SDN BHD. (779285-M) 03-79578775 harvinder@citylabs2u.com