Program Overview:

This workshop is designed for marketing and salespeople. It focuses on business development and management for profitable sales in marketing territories.

For whom:

Marketing Executives, Sales Representatives, Sales Supervisors and Sales Managers in Insurance, Banking, Manufacturing, and other service industries

Learning objectives:

At the end of the program, participants will be able to:

■              plan prospecting for new customers

■              carry out prospecting itself

■              develop useful leads

■              manage their selling time

■              manage customers’ complaint situations

■              manage their marketing territory

Course outline:    

Day 1: The Business and the customer

■   Positioning for corporate effectiveness

■   The Marketing Concept

■   Strategies for attracting and keeping customers

• • Strategic prospecting and customer development

■   Sources of New Business

■   Account planning and development

■Prospecting large accounts (Key Notes)

• • Mastering the Selling Process.

■   Essential Selling Skills

■   gaining attention

■   explaining benefits

■   Closing the Sale

Day 2: Developing the Characteristics of Professional Salesperson

■   The World-Class Marketer

■   Introduction / Setting up Email Marketing Campaign

■   ISPs, Hosting Facility, IP/DNS, Shared vs. Dedicated Ips.

■   White-listing, Response Handlers, Bounces

■   Managing Customer Situations

• • Personality Types/Selling Techniques
  • Developing Effective Communication/

Presentation Skills

■   Handling Customer Negative Attitudes

■   Tips on what customers really want

■   Valuing your selling time

• • Targeting and grading your customers
  • Setting priorities and allocating time to them

■   Territory and Time management

• • Effective Territory coverage (Route Planning)
  • Economics of Time and Travel

Training Methodology

Lectures, discussions, exercises, case studies, audio-visual aids will be used to reinforce these teaching/learning methods. methods.