Sales & Marketing Skills Of Government Institutions Private Sector & Companies
Course Code: PR01
►Course Objective
- 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 body language to build trust and rapport face-to-face or over the phone
►Target Audience
- Marketing Managers or Directors
- Sales Managers or Directors
- Sales Trainers
- Salespeople
- Brand Managers
- Public Relations (PR) Professionals
- Customer Service Professionals
►Course Outline
DAY 1
Strategies for Recruiting and Training Quality Salespeople
- Characteristics of Highly-effective Salespeople
- Are you a Buyer or Seller?
- Recruiting Tips, and Interviewing Strategies
- Managing Group Dynamics
- Conducting Effective Meetings and Training Sessions
- Developing a Positive Mental Attitude
DAY 2
Presentation Skills and Principles of Persuasion to Improve Sales Effectiveness
- How to Read your Prospect’s Body Language
- Selling to the Four Customer Buying Styles
- Developing your Active Listening and Questioning Skills
- Selling Benefits and Emotion not Features Logic
- The Price / Value Formula
- Sales Objections: "I want to think about it", "It costs too much" or "I can get it cheaper elsewhere"
DAY 3
Marketing Best Practices: Methods, Models and Theories
- Common Marketing Mistakes and How to avoid them
- The 4 Ps of the Marketing Mix
- Conducting a SWOT Analysis
- Market Segmentation Best Practices
- Social Media Marketing Strategies
- Elements of an Effective Marketing Plan
DAY 4
Coaching and Motivating Salespeople to Achieve Peak-Performance
- Leader vs. Manager
- Most Admired Leadership Traits
- Dealing with the Negative Impact of Sales Rejection
- Tips for Motivating your Team to increase Sales Production
- Coaching and Mentoring Strategies to Turnaround under-performing Salespeople
- The Art of Giving and Receiving Feedback
DAY 5
Professional Development for Continuous Improvement
- Developing a Plan of Action
- The Power of Goal Setting
- Time Management Tips to Overcome Procrastination and Maximize Productivity
- The Impact of Stress on Individual and Team Performance
- Stress Management for Maintaining a Balanced Lifestyle
- The design of financial models for forecasting and decision-making
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