ISM Endorsed Core Marketing and Sales Skills for Business Professionals
5 DaysISM Endorsed Core Marketing and Sales Skills for Business Professionals - Virtual Learning
Course Methodology
In addition to the classical concepts, “Core Marketing and Sales Skills for Business Professional” uses a wide array of self-assessments, templates, group exercises, and relevant videos to help participants acquire the right marketing and sales competencies, and apply them in a seamless and professional manner.
Course Objectives
By the end of the course, participants will be able to:
- Define the scope of marketing and sales and understand their functions and fit in a business organization
- Conduct an effective marketing audit to examine the micro and macro environments of the company in order to build a consistent marketing plan
- Blend and synchronize online and offline campaigns thanks to a clear understanding of the functions and platforms of digital marketing
- Master the selling process and develop sales opportunity plans to maximize sales revenues and profitability
- Develop marketing and sales metrics to measure performance and ensure it is aligned with set objectives and desired results
Target Audience
The course will be of interest to a wide range of marketing, PR, communications, sales and operations professionals. It addresses professionals wishing to understand and build first-time competencies in marketing and sales as well as current practitioners who would like to explore further skills in these disciplines.
Target Competencies
- Marketing planning
- Marketing audits
- Digital marketing
- The sales process/the buying and selling process
- Sales opportunity planning
- Upselling and cross-selling techniques
Course Outline
- Scope of marketing and selling
- Definition and functions of marketing
- Definition and functions of selling
- Differences between marketing and selling
- Selling self-assessment readiness
- Marketing self-assessment readiness
- SMarketing - The new trend
- Running effective meetings between marketing and sales
- Sales and marketing communication tips
- Core marketing practices
- The marketing mix: setting the scene
- Understanding the marketing environment
- Various marketing analysis techniques:
- Competition analysis
- Michael Porter analysis
- PEDSTLE analysis
- A suggested marketing plan framework:
- SWOT analysis
- TOWS analysis
- Criteria for prioritizing action plans
- Conducting a full marketing audit
- Writing the strategic marketing plan
- Foundations of digital marketing
- Traditional versus digital marketing
- Major digital marketing platforms for business
- Organic and paid search campaigns
- Auditing your website effectiveness
- Auditing your social media initiatives
- Core selling practices
- The sales process
- Prospecting and qualifying
- The pre-approach
- The approach
- Presentation and demonstration
- Overcoming objections
- Closing the deal
- Retention and follow up
- The buying and selling process
- Sales opportunity planning
- How to differentiate yourself from the competition
- Building strong business relationships
- Identifying the different buying personas
- Recognizing the different decision roles
- The sales process
- Measuring marketing and sales effectiveness
- Suggested sales KPIs and metrics
- Suggested marketing KPIs and metrics
- Creating an effective balanced scorecard
Mawred Certificate
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Virtual Schedule
Classroom Schedule
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