PROGRAM'S BACKGROUND

A good sales and marketing manager formally needs to possess numerous skills. However, some skills alone do not ensure that one would make a good manager too; the skill set is sometimes more important. Negotiation, communication and interpersonal skills are a must for a good sales and marketing manager since marketing and sales is all about winning people and convincing them.

Sales & Marketing Professionals do need to have professional skills in marketing formally, but if they have sufficient practical experience and these skills, they are likely to do better than someone with a degree. This program provides Sales and Marketing professionals with the core knowledge required to competency as sales & marketing supervisors. 

PROGRAM'S OBJECTIVES

This Program’s Attendees Will Be More Able To:

›       Understand the marketing and sales framework of a business organization

›       Focus on best practices, tools and models to implement an effective marketing and sales management system

›       Emphasize planning and executing advanced marketing strategies

›       Develop strategies, initiatives and programs to build and sustain a competitive market advantage

PROGRAM'S ATTENDEES

›       Marketing professionals

›       Marketing managers

›       Marketing Assistants

›       Sales Professionals who are involved in marketing activities

›       Marketing, Sales and Customer Service Personnel

›       Corporate planning and business development

›       Product, advertising and brand management

›       Key account and territory management

›       Client Services Personnel

›       Regional and Divisional Operations Personnel

›       Marketing staff and executives wishing to know more about the vital role that marketing plays in organizations and to identify and solve many business problems by using a marketing perspective

›       The program is also designed for anyone who wants to keep current on marketing strategies

PROGRAM'S OUTLINE

MARKETING CONCEPTS

›       Evolution of the marketing concept

›       Relationship between marketing and selling

›       Scope of marketing management - analyzing opportunities, selecting target segments, developing market mix, managing the marketing effort

MARKETING STRATEGY & PLANNING

›       Types of marketing strategies

›       The marketing audit

›       Competitive Analysis(PESTLE, PORTER, SWOT, TOWS)

›       Marketing plans and planning

ADVERTISING & DISTRIBUTION

›       Understanding the communication process

›       Major advertising decisions, AIDA and the buyer-readiness stages, types of media research and Selection, Copy Illustration and Message Design

›       The sales promotion mix; push versus pull strategies

›       Physical distribution and channels of distribution; emerging trends of direct marketing

MANAGING PRODUCT LIFE CYCLES

›       Introducing the Product Life Cycle Concept (PLC)

›       Product and promotion mix strategies across the stages of the PLC

›       Analysis of a relative market share matrix

MARKET SEGMENTATION

›       Basis of market segmentation

›       Positioning and targeting for results

›       Tips for successful segmentation

MARKETING RESEARCH

›       Marketing research defined

›       The marketing research process

›       Types and sources of data

›       Designing, analyzing, interpreting, and reporting the research findings

UNDERSTANDING BUSINESS ENVIRONMENT

›       Regulatory

›       Commercial

UNDERSTANDING & FULFILLING CUSTOMER EXPECTATIONS

›       Products

›       Services

NEGOTIATING SKILLS

›       Understanding the process

›       Preparation for negotiations

›       Negotiating tactics

DEVELOPING ENTREPRENEURSHIP

›       Personal skills

›       In teams

LEADERSHIP IN SALES & MARKETING

›       People leadership

›       Service leadership

›       Product leadership

OPERATIONS & MANAGEMENT

›       Identifying new customers

›       Setting appointments

›       Presenting products

›       Developing sales plans

›       Developing proposals

›       Managing sales team

›       Coaching team members

›       Customer relationship management

›       Strategies & projects for exceeding customer expectations

›       Preparing an action plan

ADDITIONAL DETAILS