Sales and Marketing Financials Workshop

07-06-2020 - 11-06-2020 3300 دبي


Course Introduction:


This course is aimed at today’s leaders in sales management and marketing - men and women who realize today that advanced, professional education is a requirement to meet the challenges and opportunities of tomorrow. Sales management and marketing, more than any other endeavor, are impacted by the growing complexity of the changing business environment. This course is intended for people who aspire to assure themselves and their organizations of future prosperity throughout these changes.


Course Objectives:


To provide owners and managers with effective sales and marketing solutions to grow their business.



Who Should Attend?


Experienced Marketing, sales, and customer care professionals interested in further increasing their marketing and sales skill levels.



Course Outline:


Module 1: Marketing

·         Introduction to Marketing

·         Marketing environment

·         Macro and Micro Environment

·         Consumer buyer behavior

·         Market research process

·         The Marketing mix,

·         Market Segmentation, Targeting Consumers

·         Positioning Products & Brands

·         Market segmentation, targeting and positioning

·         Developing a marketing plan

·         Product & Services Branding

·         Consumer-Brand relationship

·         Brand equity and value

·         Pricing decisions

·         Developing and implementing marketing programs

·         Internet: Managing & Marketing web-sites

·         Cyber Marketing

·         Direct Marketing, Sales Promotion, Customer Service

·         Marketing Distribution and channel decisions

·         International Marketing


Module 2: Sales

·         Managing a sales territory

·         Identifying and targeting new business

·         Personal selling, Identifying and targeting new business

·         Exploiting new areas of opportunity

·         Defining call objectives, Time/territory management & Journey Planning

·         Planning and prioritize meetings

·         Sales Milestones, Identify various milestones that lead to your objective

·         Sales Situations & Selling Styles

·         Sales Strategies, Self-Analysis

·         Sales Preparation & Research

·         Information Gathering - Questioning Techniques

·         Sales presentation skills and stages in the sales process

·         Structured Sales Model

·         Sales People with the wrong approach

·         Getting Attention & Opening the call

·         Prospecting and Business development

·         Sales presentation skills and stages in the sales process

·         Opening the Call, Investigating customer needs – asking the right questions

·         Use effective questioning and listening techniques to uncover customer needs

·         Analyzing your Offer, How to answering customer objections


Module 3: Customer Care

The business case for customer service excellence

·         Why excellence in customer service is a hot business boardroom issue

·         Understanding what your customers expect

·         Benchmarking for competitive success

·         Meeting and exceeding changing customer expectations

·         Assessing your organizational culture for customer service focus

·         Core foundations for building a customer centric culture

·         Overcoming obstacles to customer service excellence


Improving customer service standards

·         Showing your customers you are serious about providing customer service excellence

·         Resolving customer service challenges positively

  • The six hats problem solving approach
  • Shifting perceptual positions
  • Resolving complaints, disputes and conflict
  • Role modeling top performers in customer service.

·         Moving closer to the customer - rapport skills to build better relationships


Course Methodology:


A variety of methodologies will be used during the course that includes:

·         (30%) Based on Case Studies

·         (30%) Techniques 

·         (30%) Role Play

·         (10%) Concepts

·         Pre-test and Post-test

·         Variety of Learning Methods

·         Lectures

·         Case Studies and Self Questionaires

·         Group Work

·         Discussion

·         Presentation


Course Fees:


This rate includes participant’s manual, Hand-Outs, buffet lunch, coffee/tea on arrival, morning & afternoon of each day.


Course Timings:


Daily Course Timings:

    08:00 - 08:20       Morning Coffee / Tea

    08:20 - 10:00       First Session

    10:00 - 10:20       Coffee / Tea / Snacks

    10:20 - 12:20       Second Session

    12:20 - 13:30       Lunch Break & Prayer Break

    13:30 - 15:00       Last Session


بحسب مواضيع الدورات
Training Plan

مركز أبوظبي…

معهد إدارة…

Global Innovation Institute


معهد البترول…

جمعية اللحام…

الجمعية الامريكية…

DWA - الجمعية…

منظمة الاعتماد…

ICML: International…

جنرال إلكتريك