SMS0503 | The Sales & Marketing Management Masterclass

Start End Duration Venue Fees
02 Feb 2020 13 Feb 2020 2 Weeks Dubai $6,900 Register
03 Aug 2020 14 Aug 2020 2 Weeks Bangkok $7,500 Register
05 Jul 2020 16 Jul 2020 2 Weeks Alexandria $6,400 Register
05 Oct 2020 16 Oct 2020 2 Weeks Cape Town $9,000 Register
06 Jan 2020 17 Jan 2020 2 Weeks Istanbul $7,300 Register
06 Apr 2020 17 Apr 2020 2 Weeks Kuala Lumpur $7,300 Register
06 Sep 2020 17 Sep 2020 2 Weeks Sharm Sheikh $6,800 Register
07 Jun 2020 18 Jun 2020 2 Weeks Abu Dhabi $6,900 Register
09 Nov 2020 20 Nov 2020 2 Weeks Madrid $7,900 Register
11 May 2020 22 May 2020 2 Weeks London $7,900 Register
15 Mar 2020 26 Mar 2020 2 Weeks Cairo $6,400 Register
21 Dec 2020 01 Jan 2021 2 Weeks Singapore $8,000 Register


PROGRAM'S BACKGROUND


Today’s rapidly advancing technologies are transforming the business landscape in a way that requires a shift in thinking with respect to the traditional sales and marketing paradigm. It's your corporate marketing initiatives that ultimately differentiate your brand in the marketplace. The emphasis of this hands-on program is designed for delegates to learn time-proven sales and marketing concepts, and principles to promote business development and enhance sales effectiveness. By combining a blend of case study theory and real-world practical business issues, this training program brings marketing challenges and best practices into the classroom.

This interactive training program will give delegates the communication skills, persuasion strategies, and face-to-face, win-win, negotiation techniques they require to close more sales in less time. There is absolutely no substitute for a well-trained and motivated sales team. The fact is that sales skill training is critically important and can literally mean the difference between success and failure in today's competitive business environment. The core learning objectives in this program will be especially beneficial for delegates who are responsible for planning sales and marketing initiatives to increase revenue growth.

›       Align sales and marketing initiatives within the organization

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

›       Improve sales recruiting, interviewing, and hiring process

›       Integrate social media marketing into traditional marketing plan

›       Use the marketing mix to increase business opportunities

›       Identify the critical success factors for recruitment and selection of top-producing sales people

PROGRAM'S OBJECTIVES


›       Describe techniques for optimal recruiting and interviewing of top-producing salespeople

›       Design, implement and manage an effective marketing plan

›       Overcome common sales objections and close the sale

›       Adjust marketing approach and sales presentation style to customer’s “buying style”

›       Use questioning skills to understand expectations and gain customer commitment

›       Conduct SWOT and PESTLE Marketing Analysis

›       Use body language to build trust and rapport face-to-face or over the phone

›       Coach and mentor sales team members to achieve improved sales effectiveness

PROGRAM'S ATTENDEES


›       Marketing Managers or Directors

›       Sales Managers or Directors

›       Sales Trainers

›       Salespeople

›       Brand Managers

›       Public Relations (PR) Professionals

›       Customer Service Professionals

PROGRAM'S OUTLINE


STRATEGIES FOR RECRUITING & TRAINING QUALITY SALESPEOPLE

›       Program  overview and learning objectives

›       Breakout session: identifying characteristics of highly-effective salespeople

›       Are you a buyer or seller?

›       Recruiting tips, tactics, and interviewing strategies

›       Case study: recruiting excellence

›       Managing group dynamics

›       How to conduct effective meetings and training sessions

›       Is your team ready for takeoff?

›       Teambuilding and leadership exercise

PRESENTATION SKILLS & PRINCIPLES OF PERSUASION TO IMPROVE SALES EFFECTIVENESS

›       Body language: How to read your prospect like a book

›       Selling to the four customer styles

›       Developing your active listening skills

›       Practical exercise: active listening skills survey

›       Questions skills to uncover expectations and gain clarity

›       Selling benefits and solutions not features

›       Selling with emotion not logic

›       The Price/Value Formula

›       The importance of customer involvement

›       The impact of customer testimonials

›       How to overcome sales objections and close the sale

›       Sales objection role-play exercise: "I want to think about it", "It costs too much" or "I can get it cheaper elsewhere"

MARKETING BEST PRACTICES: METHODS, MODELS & THEORIES

›       Common marketing mistakes and how to avoid them

›       Product Life cycle management

›       The 4 Ps of the marketing mix

›       Porter’s 5 competitive forces

›       SWOT analysis and PESTLE Analysis

›       Market segmentation

›       Market mapping

›       Social media and Internet marketing strategies

›       Brand management

›       How to write an effective marketing plan

›       Breakout session: developing a marketing plan

COACHING & MOTIVATING SALESPEOPLE TO ACHIEVE PEAK-PERFORMANCE

›       Leader versus Manager

›       Practical exercise: most admired leadership traits

›       Dealing with sales rejection and personal setbacks

›       Motivating your sales team with contests and recognition awards

›       Coaching and mentoring strategies to turnaround underperforming salespeople

›       The art of giving and receiving constructive feedback

›       How to conduct role-play training sessions to improve sales effectiveness

›       Role-play exercise: overcoming common sales objections

PROFESSIONAL DEVELOPMENT FOR CONTINUOUS IMPROVEMENT

›       Practical exercise: developing a plan of action

›       Your attitude makes a difference

›       The power of goal setting

›       Practical exercise: time management evaluation

›       Time management tips to overcome procrastination and maximize productivity

›       The impact of stress on individual and team performance

›       Stress management tips for maintaining a balanced lifestyle

›       Program  review and delegate feedback

ADDITIONAL DETAILS




Pioneers is a registered trademark © 2008-2018
Material published by Pioneers shown here is copyrighted.
All rights reserved. Any unauthorized copying, distribution, use, dissemination; downloading, storing in any medium, transmission, reproduction or reliance in whole or any part of this course outline is prohibited and will constitute an infringement of copyright.
P.O. Box 11111,
Ibn Al-Hakam Square, Helmyat El-Zaytoon, Cairo, Egypt
Tel: 002 01117866099 | 01117864455, Email: info@pioneerscenter.com
 

Benefits to Organization

1. The candidates will become competent, effective and productive on their jobs. This training program is useful for:
        · Competency building where existing employee is promoted or planned to be promoted.
        · Technical knowledge, skills and competencies.
        · Needs and expectations of the stakeholders/ customers both internal and external.
        · Opportunities to exceed stakeholder/ customer expectations.
2. Create a pool of trained manpower that can cost-effectively spread the knowledge to large number of employees inside the organization.
3. Our facilitators often act as mentors for your trained employees and thus provide a most effective way to ensure effective competency development and application by your motivated staff.
4. We adopted a one-to-one approach that can provide more room for your employees to work at their own pace and address individual needs more freely.

Benefits to the Individuals

1. The candidates will gain a multi-discipline understanding of the subject matter.
2. Have an individual action plan to take away that will help the candidates make a difference in their organizations. This will add value to the expertise and experience of the candidates’.
3. Be more able to enhance job satisfaction and reduce wasted time and effort.
4. Ensure that the candidates will know and appreciate the strategic imperatives that drive the organization's efforts in their relevant job area.
5. Be more able to align your roles and job requirements with the organization’s mission and vision.
6. Be more able to meet your deadlines and tasks and successfully complete any scorecard in a timely fashion.

Additional Benefits

1. Good & best industry practices.
2. Checklist approach for ease of understanding and practical application.
3. Latest technologies including information technology, quality assurance and methodology.
4. Quality assurance and quality improvement incorporated in each program.
5. One-to-one approach and small groups will lead to learner-centered environment.
6. Experienced and qualified instructors both academically and in practice.
7. Customized programs to meet and suit individual training needs.
8. Letters of recommendation for the exceptional performers.

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