Master of Science in Business Administration

Sales Management in AgustaWestland

The helicopter industry, few players, a supply driven market. Civil and military customers approach to market. Behaviour patterns that are typical for different segments of buyers.
The procurement process for military and parapublic acquisitions: tenders and their usual lengthy stages. How to scope and execute a capture plan.

Government to Government agreements: the US strategy for military exports. Offset plans, technology transfers, production under licence as part of sale proposals. Regulations on exports of US technology and military systems or components.
VIP buying attitude, an impulse type of choice blended into technology and brand. Emergency Medical Services, Oil & Gas, Utility operators: who they are and how they approach procurement. The role of regulators and safety Boards in these markets.

Marketing and Sales Engineers as a key supporting tool for sales.

Sales Management Course

The Sales Management Course aims to outline the importance of selling and sales management, a vital aspect of marketing that in the past few years have been somewhat neglected. The disruptive use of new media (internet – mobile platform – social media – e-commerce channels) has put sales and selling again in a focal stage. This management process will be explained and documented from the theoretical and practical viewpoints.

The Course covers five main aspects: Sales Perspectives, Sales Environment, Sales Technique, Sales Management and Sales Control.

1. Sales Perspective: The historical role of sales and selling management – its place in the marketing and in a marketing organization – types and image of selling – the buyers: their thinking and their organization of selling – sales strategies
2. Sales Environment: The institutions that make sales: channels, industrial & commercial ones, public authority, selling for resale – sales settings
3. Sales Technique: The practical and covers preparation for selling – personal selling skills and process – Key account management – relationship selling – direct marketing – internet and IT applications in selling and sales management
4. Sales Management: recruitment – selection – motivation – training – organization & compensation of salespeople.
5. Sales Control: budgets & business planning – sales forecasting – saleforces evaluation.

Other important issues include:
• coverage of strategic selling and partnering
• discussion on ethical issues in selling
• coverage of the management of sales channels  (multichannel organization)
• the role of social media in selling
• lead generation.

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