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ICM Single Subject Diploma in

Sales and Sales Management

Course Outlines

Part One – Sales Perspective

Development and Role of Selling in Marketing

Sales Strategies

Consumer and Organisational Buyer Behaviour

Part Two – Sales Technique

Sales Responsibilities and Preparation

Personal Selling Skills

Key Account Management

Relationship Selling

Direct Marketing

Internet and IT Applications in Selling and Sales Management

Part Three – Sales Environment

Sales Settings

International Selling

Law and Ethical Issues

Part Four – Sales Management

Recruitment and Selection

Motivation and Training

Organisation and Compensation

Part Five – Sales Control

Sales Forecasting and Budgeting

Salesforce Evaluation