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Fundamentals of Sales and Marketing

Today, as competitive pressures increase, marketing and selling skills have never been more highly valued. It is the sales professionals who shape and implement marketing strategy that contribute directly to the business.

Introduction

Today, as competitive pressures increase, marketing and selling skills have never been more highly valued. It is the sales professionals who shape and implement marketing strategy that contribute directly to the business. Without proper marketing and sales, one can’t get close to the customer and satisfy their needs and if the business can’t, a competitor surely will.

Programme objectives

  • Program is designed to help employees identify the essential sales and marketing skills
  • needed in today’s fast paced environment and focus on applying these key skills in the workplace to make them more responsive and effective.

What we cover

  1. Understanding Key Concepts in Marketing and Sales
  2. Environmental Scanning and Industry Analysis
  3. Understanding Your Customers
  4. Developing Customer Value Proposition
  5. Buyer Behavior and Market Segmentation
  6. Customer Segmentation
  7. Strategic Sales Planning
  8. AIDA Sales Model
  9. Making Sales Presentations & Pitch
  10. Pricing Strategies
  11. Customer Engagement and Retention Strategies
  12. Reach- Traditional & Digital Channels

What participants will gain

  • Concept of the marketing mix and transition from the 4Ps to the 7Ps
  • Understand some of the key analytical frameworks and tools that can be used to
  • develop marketing strategy- Product life cycles and S.W.O.T Analysis
  • Understand the theory of buyer behavior and practices adopted in consumer and business markets
  • Develop market segmentation approaches which enable them to micro-market more
  • Explore various digital marketing tools that can use to reach your customer segment
  • Identify through competitive analysis, gain an understanding of customers and competitors, in a way that can help them maximize the value of their offer and achieve sales and business growth.
  • Learn how to develop a clear Customer Value Proposition (CVP), which will enable them to communicate their business offering to their target audience in a compelling way.
  • Have the opportunity to examine how the development of a pricing strategy can best
  • support business growth and sales