Sales management and factors affecting sales
Define sales management
Identify the factors affecting sales.
State the duties of sales management.
Explain the roles of sales forces.
Identify and explain sales management and sales decision.
Job Opportunities in salesmanship and Marketing
List the job opportunities in salesmanship.
Identify the relevance of salesmanship as a case study.
discuss the job opportunities in salesmanship
Functions of a salesman and his/ her characteristics
List the functions of a salesperson
Explain the functions listed.
Discuss the relationship of salesman to his/ her immediate environment.
Explain how a salesperson can use motivation, confidence, friendliness, etc., to achieve his/ her sales objectives.
History of Salesmanship
Explain the history of salesmanship
Define the term salesmanship
Explain the development of salesmanship in the Nigeria economy.
The reception
Describe the reception.
Outline the responsibilities of a receptionist.
Mention and explain the Personal and Job qualities of a receptionist.
List the documents handled by a receptionist.
Outline the procedures for handling telephone calls
Office equipments
Identify various types of office equipment.
Distinguish between manual, electric & electronic office equipment.
State the uses of office equipment.
Care of office equipment
Departments in an orgarnization
Mention the different departments in an organization.
State the functions of each department.
List the various heads of departments
Office organisation
Explain the meaning of an organization.
State the objectives of an organization
Describe the structure of an organization.
List office personnel
State the responsibilities of office personnel.
Define:
i. span of control
ii. Unity of control
iii. unity of
function
Types and Functions of Distribution
Define distribution
Identify channels of distribution
State the functions of each channel of distribution
Explain the factors that influence the choice of distribution channels
Promotion
Explain promotion
Distinguish between the various forms of promotion
State the functions of promotion in marketing
Use word of mouth to promote the image of their school
Advertising
Define Advertising
Enumerate the roles of advertising
List advertising media
State the advantages and disadvantages of each medium
Produce advert for placement on the school notice board
Pricing
Define pricing
List various pricing strategies
Explain the factors that determine prices
Design a product and determine its price
Marketing, planning, process and Research
Explain marketing planning processes
Identify key elements in marketing planning
State the importance of market plan
Explain market research
List the reasons for market research
Collect information for market planning
Consumer Behaviour and Organisation Behaviour
Define consumer behaviour
Explain the factors that influence consumer behaviour
List the stages in consumer decision process
Explain the influence of environmental factor on organizational behaviour
Construct a model of consumer buying behaviour
Types of Markets
State the meaning of market
Define consumer market
Distinguish between consumer markets and organizational markets
What markets do
Explain the operations of organizations and individual using organizational chart
Classification of Products
Define product
State the difference between Industrial goods and consumer goods
Distinguish between goods and services
Marketing Concepts
Distinguish between production concept and marketing concept
Explain the following marketing concepts. Societal marketing concept and Integrated organizational efforts
Introduction to Marketing
Define Marketing
Explain various terms used in marketing
Discuss the main functions of marketing
Give a brief history of marketing in Nigeria
Insurance prenium
Define premium;
List the factors to be determined when loading insurance premium;
State reasons for total return of premium
Reasons for partial return premium.