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october, 2021

27oct(oct 27)10:00 am29(oct 29)4:00 pmStrategic Sales and Marketing Planning

Planning and Executing sale and marketing strategies

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Event Details

Strategic Sales and Marketing Planning training course concentrates on the simple, yet undeniable fact that excellent Marketing has never been more important than it is today. In a world of a million “me-toos”, countless product comparison websites and the ubiquity of Social Media, your customers are facing a curious paradox:

  • They have never been so comprehensively informed, yet
  • They have never been more confused

Customers are beyond distracted, and attention-spans are at an all-time low. Companies are striving for relevance, and differentiation has never been more challenging to achieve. Addressing and correcting these key issues is the purpose of this training course.

Strategic Sales and Marketing Planning 

This Strategic Sales and Marketing Planning course will highlight:

  • How to build clear, compelling value and communicate it to the right audience, at the right time in the right medium
  • How to analyze and segment the market and then craft compelling value propositions that get attention and bring in revenues
  • How to gain a deep insight into consumer behaviour and learn how to market to it
  • How to establish metrics for the measurement of marketing program effectiveness
  • How to oversee the company marketing function to identify new customers for products and services
  • How to establish short and long-range marketing plans, objectives, and operating procedures
  • How to explore new ways to identify and engage new customers using social media platforms

OBJECTIVES

This has lofty but critically essential goals, and the companies are searching for ways to demonstrate their relevance to an increasingly distracted customer base.

This Strategic Sales and Marketing Planning course aims to give the participants the essential skills and knowledge, as follows:

  • Understand the psychology of purchase and customer loyalty
  • Learn how to minimize client churn in an increasingly competitive marketplace
  • Develop an executable, thoroughly researched Marketing plan to ensure leadership
  • Build trust, communicate effectively, and collaborate with other stakeholders
  • Develop effective marketing communication program

TRAINING METHODOLOGY

This Planning & Executing Marketing and Sales Strategy training seminar encourages delegate participation through a combination of lectures, group discussions, practical exercises, case studies, video clips, and breakout sessions designed to reinforce new skills.

ORGANISATIONAL IMPACT

By sending the participants to this Planning & Executing Marketing and Sales Strategy training course, an organization can expect several outcomes, including: 

  • Increases in customer retention and brand loyalty
  • Improved, tailored propositions and clear outcomes
  • Refined, sharper marketing strategies and tactics
  • Improved corporate reputation
  • Greater long-term profitability
  • Integrated marketing strategy throughout the organization
  • Higher level of customer satisfaction and retention

WHO SHOULD ATTEND?

This Strategic Sales and Marketing Planning training seminar is for anyone who desires to expand their expertise in marketing best practices, policies and procedures. Delegates do not require any previous marketing experience to benefit from this training seminar. This training course is suitable to a wide range of professionals, but will greatly benefit:

  • Marketing Professionals
  • Public Relations Practitioners
  • Marketing Managers
  • Sales Managers
  • Brand Managers
  • Business Owners

 

Setting SMART sales objectives for the sales of Products to customers

  • Rapport building skills through call introduction
  • Needs identification needs/probing and listening to customer
  • Meeting and exceeding customer needs
  • Using selling tools (literature and samples) to present benefits
  • Close and agree follow-up

 

Positioning your products for effective Sales

  • The market Mix for customers
  • Pricing
  • The Marketing Plan
  • Promotional mix
  • Understanding the Solution Selling process

 

Improving your capability as a sales representative

  • Building credibility with introduction
  • Diagnosing true needs using a structured questioning process
  • Developing the need using impact questions
  • Aligning with the customer, using skillful Sales questioning techniques to create and shape their vision
  • Tailored/customized solution using benefit statements and proof to support your proposal
  • Closing at the right time and gain customer’s commitment to action

 

Agreeing result oriented follow-up points on clients and other end users

 

  • Understanding the reasons for not winning business
  • How to retain customers using the solution selling processes
  • The difference between solution selling and transactional selling
  • The Structure of the Sales Call

 

Phase Diagnoses technique – Probing and developing the need of Product

  • Phase Alignment – Vision sharing and customer alignment
  • Phase Proposition – How and when to present the proposal

 

How to gain commitment and loyalty of the customer

  • Customised role plays to practice each stage of the sales call
  • Analyse existing business
  • Plan where to prospect for new business
  • Prioritizing Key Accounts
  • ‘Best Practice Agreement’ for optimum productivity
  • Reviewing and improving your Key Account Plans
  • Understanding how to plan journeys and time effectively
  • Prioritisation of sales accounts, size (pareto effect) and potential (selection grids)

 

Time

27 (Wednesday) 10:00 am - 29 (Friday) 4:00 pm

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