Sales and Marketing Financials Workshop
03-06-2024 - 07-06-2024 | 3300 | Dubai |
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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.
To provide owners and managers with effective sales and marketing solutions to grow their business.
Experienced Marketing, sales, and customer care professionals interested in further increasing their marketing and sales skill levels.
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
· Moving closer to the customer - rapport skills to build better relationships
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
This rate includes participant’s manual, Hand-Outs, buffet lunch, coffee/tea on arrival, morning & afternoon of each day.
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