\r\n"} 5e:{"id":20673,"heading":"Influences on Buyer Behavior","subheadings":"

Responding to different members of the decision-making unit in various markets
Analysing buyer behavior
Methods of contact and presenting appropriate solutions
Understanding customer types

"} 5f:{"id":20674,"heading":"Customer Segmentation and Profiling","subheadings":"

Targeting based on segmentation
Profile characteristics
Difference with profiling
Implicit and explicit customers

"} 60:{"id":20675,"heading":"Using Market Information for Sales","subheadings":"

Market research to increase sales
Marketing plan
Market assumptions
Demand forecasting

"} 61:{"id":20676,"heading":"Sales Territory Management","subheadings":"

Type of product or product line you have
Competition in territories
Channels of distribution and the transport system
Performance management of staff and units

"} 62:{"id":20677,"heading":"Professional Development","subheadings":"

Managing own professional development
Enhance career progression.
Being goal oriented

"} 63:{"id":20678,"heading":"Prospecting for New Business","subheadings":"

Lead generation
Creating scripts and templates
Developing and nurturing relationships
Outcome-based approach

"} 64:{"id":20679,"heading":"Sales Pipeline Management","subheadings":"

Pro-actively manage the sales cycle
Optimizing conversions
Forecasting

"} 5a:["$5b","$5c","$5d","$5e","$5f","$60","$61","$62","$63","$64"] 6a:{"ext":".jpg","url":"https://d3v381xb6gm5e.cloudfront.net/media/small_lp_a0416b2726.jpg","hash":"small_lp_a0416b2726","mime":"image/jpeg","name":"small_lp.jpg","path":null,"size":31.

Sales and Marketing Course in Dubai (UK Certification)