Sales & Marketing Training

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This course examines how to benefit from the Sales & Marketing Training. Sales & Marketing Training Course is now recognised as an exciting programme that will bring you up to date on the latest techniques and approaches that are appropriate in Sales & Marketing.

By the end of this course participants will be able to:
• Understand the objectives and goals of Sales & Marketing.
• Know how to define marketing.
• Know how to identify the Perfect Customer
• Understand the buyer behaviour
• Know how to select the perfect customer
• Know when to creating the perfect offering
• Know how to Fill the Funnel
• Know how to identify and manage buying profiles

Methodology of Training
Effective presentations for each of the topics together with interactive trainer lead sessions of discussion. There will also be practical sessions and the participants have the opportunity to practice and experience. Role-plays, case studies, DVD's, videos, small group work, exercises and feedback will be used to facilitate learning.

The Organisational Impact
• Participants will be able to work successfully in this course.
• Participants will be able to describe the role of the Sales & Marketing Training.
• Improve your offering.
• Participants are encouraged to identifying the perfect customer
• Participants will be able to creating the perfect offering
• Participants will be able to fill the Funnel

This course is designed for :
Help those working in sales and marketing to identify, recruit and retain the perfect customer



10-14 October 2011

17-21 October 2011

24-28 October 2011

31 October- 4 November 2011

26-30 September 2011

3-7 October 2011
















Additional Info

  • Day 1:

    The Definition of Marketing
    •    The Sales and Marketing Interface
    •    Philosophies
    Identifying the Perfect Customer
    •    Recognising an Opportunity
    •    The Marketing Environment
    •    Research and Information Systems
    Buyer Behaviour
    •    B-C, B-B, C-C
    •    Consumer Decision Processes
    •    Organisational Buying•   

  • Day 2:

    Selecting the Perfect Customer
    •    Segmentation
    •    Targeting
    •    Positioning
    Creating the Perfect Offering
    •    Product
    •    Price
    •    Place
    •    Promotion
    •    Putting the P's Together
    •    Multiple Mixes

  • Day 3:

    Planning and Control
    •    Marketing Planning
    •    Forecasting and Expenditure
    •    Organisation and Control
    Keeping the Perfect Customer
    •    Developing Loyalty
    The Psychology of Selling
    •    Developing Personal Power

  • Day 4:

    Filling the Funnel
    •    Enquiries
    •    Cold Calling
    •    Deepening Existing Relationships
    •    Networking and Gaining Referrals
    •    Desired Result
    •    Features and Benefits
    •    Framework and Proof
    •    Objections
    The DREAM Buying Path
    •    Do
    •    Repeat
    •    Evaluate
    •    Access
    •    Money

  • Day 5:

    Identifying and Managing Buying Profiles
    •    Questioning, Language and Listening Skills
    Powerful Introductions
    •    30 Second Introductions and Commercials
    Closing and Follow-Up
    •    Buying Signals
    •    Closing Questions
    Follow-up Systems

  • Period: 5 Hours
  • Duration: 5 Days
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