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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Date & Location

Date : 06 January 2019

Duration : 5 days

Place : Kuala Lumpur

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Date : 14 April 2019

Duration : 5 days

Place : Istanbul

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Date : 18 August 2019

Duration : 5 days

Place : Dubai

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