Understanding the Sales Environment - LU 2
(sales env)

To encourage the development of an awareness of the key factors which influence their own organisation and that of their customers or prospects including research and development, technological change, competitive forces, the economy and the regulatory environment. Critical analysis of these themes leads to a greater awareness of the key forces that represent both opportunities and threats to organisations.

A range of environmental scanning and analysis tools and techniques are introduced which are then evaluated in terms of both classical and contemporary business planning models as well as in terms of organisational practices within and between different sectors of the economy. Such considerations lead to the identification and evaluation of both