MARKETING AND SELLING SKILLS

As our economy changes, marketing professionals must adapt quickly to keep up. Businesses and individuals have new competition – but they also have access to new tools and markets that make sales an exciting area of exploration.

Expand your sales expertise with free, online courses from Alison. Training courses like Discovering and Meeting Market Needs and Understanding Your Customers to Drive Sales, taught by high–level leaders with prominent companies, will give you the necessary understanding of the theory behind sales excellence.

  • You will learn to use demonstrated sales/marketing strategies which will enable you to help your organization compete in an increasingly competitive market.
  • This course is also designed to enhance the documentation of marketing teams which will reduce planning time and enhance business cases to support new products and campaigns.
  • Establish and achieve business objectives that will advance and close sales

Unit 1-Introduction to Marketing

Module 1 Marketing is all around us

  • What is marketing?
  • Why study Marketing?
  • Marketing’s impact on our daily lives

Module 2 – Basic Marketing Concepts

  • The Marketing Concept – Satisfying Your Customers’ Needs/Wants
  • Market Segmentation
  • Target Marketing
  • The 4 Ps of Marketing (Product, Price, Place, Promotion)
  • Segmentation in the car industry – online activity.

Unit 2 – Marketing Research and Planning

Module 2   – The Marketing Plan

  • Seven parts of a marketing plan.
  • SWOT

Project – Create marketing plans for an organization

  • Research is essential for all 4 Ps
  • Conducting marketing research
  • Analyzing marketing research – do you always act on results?

Unit 3 – Product Development (4 Ps of Marketing)

Module 3 – Product Planning

  • Product design
  • Product positioning
  • Product life cycle
  • Branding, packaging, labeling
  • Extended product features – warranties

Unit 4 – Retail Marketing

Module 4 – Visual Merchandising, Display and Store Design

  • What is visual merchandising
  • Store fronts, store layouts, store interiors, and interior displays
  • Manipulating artistic elements in displays

Module 5 – Math for Retail Sales

  • Cash register operations
  • Types of sales transactions
  • Reducing credit card fraud

Module 6 – Selling

  • Type of Sales
  • Common Sales Approaches
  • Glossary of Common Terms
  • Identifying your Contact Person
  • Performing a Needs Analysis
  • Creating Potential Solutions
  • A Basic Opening for Warm Calls
  • Warming up Cold Calls
  • Using the Referral Opening
  • The importance of active listening
  • Minimal Encouragers
  • Restating and Paraphrasing to gain commitment
  • Features and Benefits matched to Customer Need
  • Outlining your Unique Selling Proposition
  • The Burning Question that every Customer wants
  • Answered
  • Common types of Objections
  • Basic Strategies
  • Advanced Strategies
  • Understanding when it’s Time to Close
  • Powerful Closing Techniques
  • Things to Remember
  • Thank you Notes
  • Resolving Customer Service Issues
  • Staying in Touch
  • The Importance of Sales Goals
  • Setting SMART goals
  • Choosing a System that Works for you
  • Using Computerized Systems
  • Using Manual Systems

Unit 5 – Promotion (4 Ps of Marketing Continued)

Module 6 – Promotion

  • Advertising
  • Publicity
  • Media types
  • Emerging media/Internet advertising

Unit 6 – Placement and Price (4 Ps of Marketing Continued)

Module 7 – Placement

  • Channels of distribution
  • Physical distribution
  • Effects of e-commerce on distribution
  • Purchasing
  • Stock handling and inventory control
  • Purchasing & distribution math

Module 8 – Pricing

  • Price planning, strategies, and math

5 DAYS

NGN 150,000

FEB 11-15

JUN 17-21

SEP 7-11

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