Marketing and Selling Smarter

By the end of the training, the participants will be able to:

a.       Recognize marketing, its evolution and relevant terminologies

b.      Differentiate between marketing and selling

c.       Note down marketing mixes such as:

a.       Product Mix

b.      Pricing Mix

c.       Placement Mix

d.      Promotional Mix

d.      Develop a marketing plan

e.       Develop marketing strategies

f.       Distribution plan

g.       Understand marketing research

h.      Learn customer services/and customer satisfaction

Course Outline for Marketing:

Session One: Definition: Marketing

Marketing Terminologies

The marketing process

Evolution of Marketing

Marketing VS Selling

Marketing Myopia

Value and Types of Value

Session Two: Definition: Product

Types of Product:

·         Consumer Product

·         Shopping Products

·         Specialty Products

·         Business Products

·         Unsought Products

Session Three: Definition: Pricing

Pricing Strategies:

·         Penetration Strategy

Uniform Pricing

·         Psychological Pricing

·         Economy Pricing

·         Premium Pricing

Session Four: Definition: Placement

How to place products

Why product placement is important?

Definition: Promotion

·         Advertising

·         Personal Selling

Sales Promotion

Session Five: Promotion Mix (Continues):

·         Public Relations

·         Direct Marketing

·         Corporate Image

·         Publicity

·         Sponsorship

Session Six: Advertising VS Marketing

Advertising Ethics

Marketing Management

Marketing Research & Methodologies

Marketing Plan

Marketing in Social Media

Distribution Strategies

Course Outline for Selling Smarter:

Session One: Course Overview         

Session Two: Selling Skills     

-          Essential Skills

-          Consultative Selling    

-          Customer Focused Selling       

Session Three: The Sales Cycle         

-          The Sales Cycle          

-          Initiate

-          Build   

-          Manage           

-          Optimize         

Session Four: Framing Success         

-          The Power of Your Mind        

-          Professionalism          

Session Five: Setting Goals with SPIRIT!     

Session Six: The Path to Efficiency   

Session Seven: Customer Service      

Session Eight: Selling More   

-          Enhancing Your Sales 

-          Our Values     

-          Debrief           

Session Nine: Ten Major Mistakes   

Session Ten: Finding New Clients     

-          Finding New Clients   

-          Networking     

Session Eleven: Selling Price 

Personal Action Plan