Marketing and Sales Skills

INTRODUCTION

Marketing and sales training can deliver significant business benefits. Training your employees in better sales technique, customer service skills and marketing expertise helps boost sales and improve customer satisfaction.

PROGRAM DESCRIPTION

The Sales & Marketing Skills Training programme is designed for individuals who want to gain a thorough understanding of the principles and practice of marketing and sales.Ideally suited for sales and business development executives, this course offers a superb grounding in the practice of these two disciplines.

Sales & Marketing are important skills which allow you to engage with all types of people and buyers. Marketing provides you with the skills to increase brand awareness, develop your target market, as well as create the necessary leads and enquiries through targeted marketing campaigns. The key to success in any business is sales and during the course there is a strong focus on developing your sales skills, so that you can apply what you learn to your current position.

COURSE TARGET

The aim of the Sales & Marketing training programme course is to give you an appreciation of what is required to succeed in a role that requires good sales and marketing skills. Participants learn how to use proven sales and marketing techniques and apply them to their own industry and organisation.

Marketing is about identifying potential customers, researching their needs, developing products to suit customer requirements, organising marketing programmes and promotional activities, branding products and services, managing distribution and providing customer satisfaction. The course aims to increase your skills in all these areas and aims to advance your planning and strategic skills so that you can become an effective sales and marketing planner. The sales and marketing skills acquired allows students from all industry backgrounds to gain an edge over competitors, as they learn how to apply marketing principles and techniques to their sales strategy. Most importantly the course allows you to discover new ways to penetrate new markets, developing existing accounts and increase sales. Finally the course will help you meet and exceed targets so that you can experience real job satisfaction and increased rewards.

WHO SHOULD ATTEND?

This very popular course is designed for the business-to-business marketing-sales person with some experience, who might not have had formal training, or who feels in need of a refresher course. It will also be of benefit to someone about to move into marketing-sales, someone who has just been appointed to a marketing-sales position, or anyone thinking of marketing-sales as a career.

HOW WILL YOU BENEFIT?

Sales Skill:

• 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 prioritise 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
• Analysing your Offer, How to answering customer objections
• Handling Customer objections effectively, Preparing answers
• The Customer Motivation Model
• Handling & Communicating with Buyers
• Ways to Handle Difficult Buyers
• Using products to solve Clients problems
• Closing the Sale in a professional manner, Gaining Commitment
• Key Account Management
• Presentation Planning Project
• Customer Service
• Personal Action Plan

Marketing Skills:

• Marketing Skills - Course Content
• 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 programmes
• Internet: Managing & Marketing web-sites
• Cyber Marketing
• Direct Marketing, Sales Promotion, Customer Service
• Marketing Distribution and channel decisions
• International Marketing
• Case Studies

AFC Institute of Financial Management - AFC Vietnam
Address: 3rd – 10th Floor, Thang Long Building, 105 Lang Ha Street, Dong Da District, Hanoi city
Phone: +84 4 3562 7486
Fax: +84 3562 7487
Email: info@afc.edu.vn
Website: http://afc.edu.vn/      http://acca.edu.vn/      http://financialpro.vn/