THE UNIVERSITY OF WAIKATO
26
EXECUTIVE PROGRAMMES
With the rapid development of technology and the global market at our finger tips, consumers are more
astute. Therefore sales and service people need to be more strategic. To do this, and to successfully
influence customer decision-making, you need a wider and more systemic view of your customers and an
understanding of how the economy impacts you and your customers.
THE SALES AND SERVICE
PROGRAMME WILL:
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Fuse sales and service for an understanding of how to
take a more integrated approach to these functions
»
Look beyond the local business and discover micro- and
macro-economic and global implications
»
Unwrap decision-making and the motivations and
influencing factors for decision makers.
The Sales and Service Programme helps you place the customer
experience at the centre of all your interactions.
Capstone Project:
Your real-life business challenges provide
the base for your Capstone Project. You will use concepts
you have learnt throughout the course to create and then
implement your solution to your organisation’s challenge.
Module One – Marketing
»
Explore the principles of marketing and
strategy development
»
Focus on the interface between sales and service and the
implications for both functions
»
Create a marketing and sales plan and discuss how this
translates to marketplace behaviours.
Module Two – Economics and the
Global Business Environment
»
Develop a broad perspective of the economy and the
global business environment
»
Anticipate business opportunities and strategic
interactions between businesses
»
Price strategies, market distortions and sustainability
»
New Zealand’s competitiveness
»
Respond to domestic and external shocks
»
Succeed in a global marketplace.
Module Three – Influencing the Decision Makers
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Explore the decision-making process focusing on
strategies to influence decision makers and their choices
»
Understand the issues, constraints, and barriers to good
decision-making and learn about the roles personality,
bias, framing, and creativity play in decision-making
»
Learn how decision makers structure their decision
problems, how personal decision-making style influences
choices and how you can help customers make better
choices for themselves.
Capstone Project
Your project will emphasise either sales or service, depending
on your area of specialisation, and you will work on your
project throughout the three modules. At the completion of
each module the relevant work for your Capstone Project will
be assessed. You will then finalise your project implementation
plan and present this in a final workshop.Your Capstone Project
will be action-learning based.
THE SALES AND SERVICE PROGRAMME
