Sales and Marketing Management 6N3613
In this QQI Sales and Marketing Management course, learners will learn the principles of marketing management to include the planning and execution of the pricing, promotion and distribution elements of a marketing plan, the marketing mix and learn how this can be adapted over time to cater for new products and markets. Learners will also analyse the marketing environment to include market entry strategies and analyses of consumer behaviour. Learners will also evaluate the types of marketing environments that organisations operate in to include business to consumer and business to business markets and the methods of promotion available to organisations at each stage of their development, while also looking at the micro and macro environments for businesses.
Learners will also learn how to complete internal and external analysis techniques including strengths weaknesses opportunities and threats (SWOT), political economic social technical legal (PESTLE) and Porter’s Five Forces in formulating marketing plans. Learners will also learn how to research the company’s market, current and potential customer base, competition, market segmentation, target market and position for a range of products and services.
Learners will identify the main features and impacts of the legal and regulatory framework relevant to the sales function in Ireland. Learners will also learn how to formulate sales management techniques to meet the needs of a range of organisations to include appropriate selling key performance indicators. Learners will create budgets and forecasts for the sales plan and be able to analyse them as well as devise an aftersales service policy for their organisation to include the interpersonal skills required when dealing with a dissatisfied customer post sale and how new sales opportunities can be created from after sales service. Learners will also be able to learn about a range of sales functions to include the recruitment, motivation, leadership, training, organisation, staff compensation and evaluation and the modelling of the complete sales cycle in line with organisational key performance indicators.
Topics Covered include:
- The Marketing Mix
- The Adapted Marketing Mix
- Market entry strategies
- Consumer behaviour
- Business to Business organisations
- Business to Consumer Organisations
- SWOT Analysis
- PESTLE Analysis
- Porters Five forces analysis
- Target Market
- Market Segmentation
- Sales Legislation
- The main provisions of the Sale of Goods and Supply of Services Act, 1980
- Consumer Protection Act 2007
- Forecasting of a sales plan
- Sales Budgeting
- Cash Flow Forecast
- Recruitment of the sales team
- Motivating the sales team
- Training the sales team
- Compensation and Rewards
- Evaluating the Sales Team
Who should complete this course?
- Anyone involved in Sales and Marketing.
- Anyone working in a sales role who wishes to learn best practice techniques.
- Anyone working in a Marketing role, who wishes to acquire Marketing skills.
- People who wish to gain a professional accredited qualification in Sales and Marketing.
This course is assessed through a number of assignments which students must complete to demonstrate their understanding of various topics.
Examination – Theory 40%