Targeted Marketing and Selling Techniques

From understanding customer buying behavior to improving questioning and listening skills, from developing successful marketing strategies to closing more deals more effectively. 

OBJECTIVES:

1. To understand the implications of the marketing concept
2. To familiarize the delegate with the range of tools and models available
3. To develop skills to improve targeting, product development, market research, and strategy development
4. To dully understand the selling process and its role in company growth
5. To learn the skills necessary to improve hit rate, reduce wasted sales calls, and exceed sales performance targets

WHO SHOULD ATTEND?

Those involved in sales or marketing, in b2b or b2c, or in the government sector who wish to improve their understanding of the marketing techniques available to them and the complexities of the selling process. 

The course will appeal to those involved in the day to day business of marketing and selling, to those managers responsible for these staff, and to senior executives looking to improve their competitive advantage through better sales and marketing.

PROGRAM OUTLINES:

Module 1

The role of marketing, the marketing concept, the scope of marketing activity, customer buying behavior

Module 2

Analyzing the market - segmentation strategy, defining markets, positioning strategies, market research techniques

Module 3

Customer Relationship management, customer care, the importance of service in the product proposition, product planning, new product development

Module 4

Developing a marketing and sales plan, the marketing mix, marketing strategies, models and tools for improving performance, the selling process

Module 5

Perfecting selling techniques, opening, questioning, matching, handling objections, closing

Module 6

Putting it all together, creating a marketing plan, role playing a selling scenario

WORKSHOP STYLE:

This will be a participative workshop with a mix of interactive learning sessions, exercises and discussions aimed to provide maximum impact and learning retention for all delegates.