Strategic Business Development Workshop: Finding & Winning New Businesses
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
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- Strategic prospecting and customer development
■ Sources of New Business
■ Account planning and development
■Prospecting large accounts (Key Notes)
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- 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
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- Personality Types/Selling Techniques
- Developing Effective Communication/
Presentation Skills
■ Handling Customer Negative Attitudes
■ Tips on what customers really want
■ Valuing your selling time
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- Targeting and grading your customers
- Setting priorities and allocating time to them
■ Territory and Time management
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- 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.