Code Date Venue Fees
PR009 09 - 13 Jul 2017 Dubai - UAE $4,500 Register
Home » Seminars » Management & Leadership » The Sales & Marketing Management MBA

Introduction

Today’s rapidly advancing technologies are transforming the business landscape in a way that requires a shift in thinking with respect to the traditional sales and marketing paradigm. It's your corporate marketing initiatives that ultimately differentiate your brand in the marketplace. The emphasis of this hands-on seminar is designed for delegates to learn time-proven sales and marketing concepts, and principles to promote business development and enhance sales effectiveness. By combining a blend of case study theory and real-world practical business issues, this training seminar brings marketing challenges and best practices into the classroom.

This interactive training seminar will give delegates the communication skills, persuasion strategies, and face-to-face, win-win, negotiation techniques they require to close more sales in less time. There is absolutely no substitute for a well trained and motivated sales team. The fact is that sales skill training is critically important and can literally mean the difference between success and failure in today's competitive business environment. The core learning objectives in this seminar will be especially beneficial for delegates who are responsible for planning sales and marketing initiatives to increase revenue growth.

  • Align sales and marketing initiatives within the organisation
  • Develop sales and marketing strategies, and programmes to build and sustain a competitive market advantage
  • Improve sales recruiting, interviewing, and hiring process
  • Integrate social media marketing into traditional marketing plan
  • Use the Marketing Mix to increase business opportunities
  • Identify the critical success factors for recruitment and selection of top-producing salespeople

Objectives

By the end of this seminar, delegates will be able to:

  • 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 questioning skills to understand expectations and gain customer commitment
  • Conduct SWOT and PESTLE Marketing Analysis
  • Use body language to build trust and rapport face-to-face or over the phone
  • Coach and mentor sales team members to achieve improved sales effectiveness

Training Methodology

This training seminar is highly-interactive and encourages delegate participation through a combination of lectures, group discussion, practical exercises, case studies, and breakout sessions designed to reinforce new skills. The comprehensive seminar manual has been developed to be practical, easy to use and facilitate learning.

Organisational Impact

Participants who attend this seminar will learn skills to enable them to:

  • Enhanced professionalism and public image in the marketplace
  • Increased revenue growth through higher sales effectiveness and market penetration
  • Higher level of customer satisfaction and loyalty
  • A focused and motivated sales force
  • Enhanced nonverbal communication skills
  • Improved active listening and questioning skills
  • Increased sales rep morale and retention
  • Streamlined recruiting and interviewing process

Personal Impact

Participants will leave the seminar with:

  • Improved problem-solving and critical thinking skills
  • Enhanced face-to-face negotiation and persuasion skills
  • Improved active listening and questioning skills
  • New insights into their preferred leadership and management style
  • Enhanced coaching and mentoring techniques to develop sales team performance
  • A working understanding of the four temperament styles
  • Improved time management and goal setting skills to increase productivity
  • A grounding in the tools and techniques of marketing management and sales development

Who Should Attend?

  • Marketing Managers or Directors
  • Sales Managers or Directors
  • Sales Trainers
  • Salespeople  
  • Brand Managers
  • Public Relations (PR) Professionals
  • Customer Service Professionals

Seminar Outline

DAY 1

Strategies for Recruiting and Training Quality Salespeople

  • Course overview and learning objectives
  • Breakout session: Identifying Characteristics of Highly-Effective Salespeople
  • Are you a buyer or seller?
  • Recruiting tips, tactics, and interviewing strategies
  • Case study: Recruiting Excellence
  • Managing group dynamics
  • How to conduct effective meetings and training sessions
  • Is your team ready for takeoff?
  • Teambuilding and leadership exercise

DAY 2

Presentation Skills and Principles of Persuasion to Improve Sales Effectiveness

  • Body language: How to read your prospect like a book
  • Selling to the four customer styles
  • Developing your active listening skills  
  • Practical exercise: Active Listening Skills Survey
  • Questions skills to uncover expectations and gain clarity
  • Selling benefits and solutions not features
  • Selling with emotion not logic
  • The Price/Value Formula
  • The importance of customer involvement
  • The impact of customer testimonials
  • How to overcome sales objections and close the sale
  • Sales objection role-play exercise: "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
  • Product Life Cycle Management
  • The 4 Ps of the Marketing Mix
  • Porter’s 5 Competitive Forces
  • SWOT Analysis and PESTLE Analysis
  • Market Segmentation
  • Market Mapping
  • Social media and Internet marketing strategies
  • Brand management
  • How to write an effective marketing plan
  • Breakout session: Developing a Marketing Plan

DAY 4

Coaching and Motivating Salespeople to Achieve Peak-Performance

  • Leader versus Manager
  • Practical exercise: Most Admired Leadership Traits
  • Dealing with sales rejection and personal setbacks
  • Motivating your sales team with contests and recognition awards  
  • Coaching and mentoring strategies to turnaround underperforming salespeople
  • The art of giving and receiving constructive feedback
  • How to conduct role-play training sessions to improve sales effectiveness
  • Role-play exercise: Overcoming Common Sales Objections

DAY 5

Professional Development for Continuous Improvement

  • Practical exercise: Developing a Plan of Action
  • Your attitude makes a difference
  • The power of goal setting
  • Practical exercise: Time Management Evaluation
  • Time management tips to overcome procrastination and maximize productivity
  • The impact of stress on individual and team performance
  • Stress management tips for maintaining a balanced lifestyle
  • Course review and delegate feedback

Accreditation

  • Quality Logo

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Oxford Management Centre

A GLOMACS - Oxford Management Centre collaboration aimed at providing the best training services and benefits to our valued clients

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The Sales & Marketing Management MBA


Upcoming Dates

Code Date Venue Fees
PR009 09 - 13 Jul 2017 Dubai - UAE $4,500

Introduction

Today’s rapidly advancing technologies are transforming the business landscape in a way that requires a shift in thinking with respect to the traditional sales and marketing paradigm. It's your corporate marketing initiatives that ultimately differentiate your brand in the marketplace. The emphasis of this hands-on seminar is designed for delegates to learn time-proven sales and marketing concepts, and principles to promote business development and enhance sales effectiveness. By combining a blend of case study theory and real-world practical business issues, this training seminar brings marketing challenges and best practices into the classroom.

This interactive training seminar will give delegates the communication skills, persuasion strategies, and face-to-face, win-win, negotiation techniques they require to close more sales in less time. There is absolutely no substitute for a well trained and motivated sales team. The fact is that sales skill training is critically important and can literally mean the difference between success and failure in today's competitive business environment. The core learning objectives in this seminar will be especially beneficial for delegates who are responsible for planning sales and marketing initiatives to increase revenue growth.

  • Align sales and marketing initiatives within the organisation
  • Develop sales and marketing strategies, and programmes to build and sustain a competitive market advantage
  • Improve sales recruiting, interviewing, and hiring process
  • Integrate social media marketing into traditional marketing plan
  • Use the Marketing Mix to increase business opportunities
  • Identify the critical success factors for recruitment and selection of top-producing salespeople

Objectives

By the end of this seminar, delegates will be able to:

  • 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 questioning skills to understand expectations and gain customer commitment
  • Conduct SWOT and PESTLE Marketing Analysis
  • Use body language to build trust and rapport face-to-face or over the phone
  • Coach and mentor sales team members to achieve improved sales effectiveness

Training Methodology

This training seminar is highly-interactive and encourages delegate participation through a combination of lectures, group discussion, practical exercises, case studies, and breakout sessions designed to reinforce new skills. The comprehensive seminar manual has been developed to be practical, easy to use and facilitate learning.

Organisational Impact

Participants who attend this seminar will learn skills to enable them to:

  • Enhanced professionalism and public image in the marketplace
  • Increased revenue growth through higher sales effectiveness and market penetration
  • Higher level of customer satisfaction and loyalty
  • A focused and motivated sales force
  • Enhanced nonverbal communication skills
  • Improved active listening and questioning skills
  • Increased sales rep morale and retention
  • Streamlined recruiting and interviewing process

Personal Impact

Participants will leave the seminar with:

  • Improved problem-solving and critical thinking skills
  • Enhanced face-to-face negotiation and persuasion skills
  • Improved active listening and questioning skills
  • New insights into their preferred leadership and management style
  • Enhanced coaching and mentoring techniques to develop sales team performance
  • A working understanding of the four temperament styles
  • Improved time management and goal setting skills to increase productivity
  • A grounding in the tools and techniques of marketing management and sales development

Who Should Attend?

  • Marketing Managers or Directors
  • Sales Managers or Directors
  • Sales Trainers
  • Salespeople  
  • Brand Managers
  • Public Relations (PR) Professionals
  • Customer Service Professionals

SEMINAR OUTLINE

DAY 1

Strategies for Recruiting and Training Quality Salespeople

  • Course overview and learning objectives
  • Breakout session: Identifying Characteristics of Highly-Effective Salespeople
  • Are you a buyer or seller?
  • Recruiting tips, tactics, and interviewing strategies
  • Case study: Recruiting Excellence
  • Managing group dynamics
  • How to conduct effective meetings and training sessions
  • Is your team ready for takeoff?
  • Teambuilding and leadership exercise

DAY 2

Presentation Skills and Principles of Persuasion to Improve Sales Effectiveness

  • Body language: How to read your prospect like a book
  • Selling to the four customer styles
  • Developing your active listening skills  
  • Practical exercise: Active Listening Skills Survey
  • Questions skills to uncover expectations and gain clarity
  • Selling benefits and solutions not features
  • Selling with emotion not logic
  • The Price/Value Formula
  • The importance of customer involvement
  • The impact of customer testimonials
  • How to overcome sales objections and close the sale
  • Sales objection role-play exercise: "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
  • Product Life Cycle Management
  • The 4 Ps of the Marketing Mix
  • Porter’s 5 Competitive Forces
  • SWOT Analysis and PESTLE Analysis
  • Market Segmentation
  • Market Mapping
  • Social media and Internet marketing strategies
  • Brand management
  • How to write an effective marketing plan
  • Breakout session: Developing a Marketing Plan

DAY 4

Coaching and Motivating Salespeople to Achieve Peak-Performance

  • Leader versus Manager
  • Practical exercise: Most Admired Leadership Traits
  • Dealing with sales rejection and personal setbacks
  • Motivating your sales team with contests and recognition awards  
  • Coaching and mentoring strategies to turnaround underperforming salespeople
  • The art of giving and receiving constructive feedback
  • How to conduct role-play training sessions to improve sales effectiveness
  • Role-play exercise: Overcoming Common Sales Objections

DAY 5

Professional Development for Continuous Improvement

  • Practical exercise: Developing a Plan of Action
  • Your attitude makes a difference
  • The power of goal setting
  • Practical exercise: Time Management Evaluation
  • Time management tips to overcome procrastination and maximize productivity
  • The impact of stress on individual and team performance
  • Stress management tips for maintaining a balanced lifestyle
  • Course review and delegate feedback

Quality Logo

GLOMACS is registered with NASBA as a sponsor of Continuing Professional Education (CPE) on the National Registry of CPE Sponsors. NASBA have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.learningmarket.org.

 

All Training Seminars delivered by GLOMACS by default are eligible for CPE Credit.



© 2017. Material published by GLOMACS shown here is copyrighted.
All rights reserved. Any unauthorized copying, distribution, use, dissemination, downloading, storing (in any medium), transmission, reproduction or reliance in whole or any part of this course outline is prohibited and will constitute an infringement of copyright.

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P.O. Box 74653, Dubai, United Arab Emirates
Tel : +971 - 04 - 425 0700, Fax : +971 (04) 425 0701, Email : info@glomacs.ae

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