Sales and Marketing Strategy Management

Introduction

Effective marketing and sales performance are key indicators of organizational success across industries. The Sales & Marketing Management Strategies Course is a comprehensive and immersive program designed to cover a broad spectrum of concepts, techniques, and best practices. Emphasizing a "learning by doing" approach, this course incorporates case studies, practical exercises, video clips, and benchmarks of sales excellence.

Continuous learning is crucial in sales and marketing. The course includes an optional local seminar for hands-on practice, offering practical exercises, constructive feedback, and opportunities to interact with peers. This seminar helps reinforce the knowledge needed to achieve certification as a specialist in sales and marketing.

Objectives

Upon completing this Sales & Marketing Management course, participants will be able to:

• Understand and apply the psychology of selling.
• Implement effective sales strategies and techniques.
• Grasp fundamental marketing and branding principles.
• Explore and apply various aspects of Internet marketing.
• Adopt successful habits of top sales professionals.
• Exceed sales targets through enhanced knowledge and skills.
• Recognize the role of customer service in sales outcomes.
• Optimize marketing programs and avoid common pitfalls.
• Delve into effective branding strategies.
• Investigate diverse marketing activities.
• Learn essential concepts of search engine optimization (SEO).

Training Methodology

• Interactive Workshops
• Case Studies
• Role-Play
• Group Assignments
• Simulations
• Video Presentations
• Seminars
• Networking Sessions

Course Outline

Unit 1: The Sales Cycle and Finding New Clients

• Defining the stages within the sales cycle
• Selling habits of successful salespeople
• Tips for effective networking
• Techniques for room sales
• Managing first impressions
• Crafting effective elevator pitches
• Generating referrals
• Conducting SWIPE meetings
• Leveraging clubs and social networks
• Engaging centers of influence
• Selling to top executives

Unit 2: Planning, Qualifying, and The Discovery Process

• Sales planning and objectives
• Qualifying potential buyers
• Customer-centric selling skills
• Professional attire for salespeople
• Easing tension during sales
• Effective questioning techniques
• Importance of listening
• Developing positive sales attitudes

Unit 3: The Psychological Factors of Selling

• Understanding different personality types
• Interpreting body language
• Closing deals and handling objections
• Neuro-linguistic programming in sales
• Habits of successful salespeople

Unit 4: Advanced Sales Skills

• Managing time and focus
• Consultative selling techniques
• Attitudes, beliefs, and outcomes in sales
• Presentation skills
• Impact of customer service on sales
• Selling strategies and techniques
• Goal-setting and achieving sales targets
• Best practices in selling
• Steps in the sales planning process

Unit 5: Marketing, Branding, and Internet Technology

• Developing effective marketing strategies
• Understanding various marketing types
• Creating promotional materials (look-books, posters, newsletters)
• Effective media engagement
• Crafting impactful branding messages
• Concept of 4D branding
• Website development and design
• SEO optimization
• Internet marketing strategies