Course Overview

Businesses are profit-generating units, and the act of selling fuels these units. The ultimate goal of an organization’s activities is to generate specific sales. Market orientation has changed from a focus on products to one on marketing.

Finding the best clients for your product was the main focus of selling previously, but today finding the best products for your customers is the top priority. The fulfillment of customers’ needs has become crucial for business success.

Every firm now needs to have a dedicated sales team as a result of this. A professional seller who will not only sell the products but instead generate value for the consumer, manage relationships with customers, and other such tasks is now necessary for a firm rather than just a salesperson.

Course  Objectives

• To succeed in selling, hone your face-to-face communication abilities with customers and prospects.
• Developing abilities that will help the organization generate leads and gather data
• Recognize different selling techniques and selling tactics
• Fostering prospecting and negotiating abilities
• Recognize the value of follow-up in preserving a lasting relationship with clients.

Organizational advantages

• Creating a marketing intelligence system using the relevant data
• Ensuring effective administration of integrated marketing communications
• Improved after-sales and sales services
• Increased market share increased likelihood of sticking out from the competition improved market image development
• Greater likelihood of repeat business
• Collecting more effective sales promotion methods

 Personal advantages

• Being more capable in the role of selling
• Having the ability to explain and demonstrate products
• Timely reaching set sales goals
• Recognizing the value of preparation before making a transaction
• Collaborating with employees from many areas around the firm
• Analysis of statistical data to enhance understanding of consumer base and historical sales

Course Outline

Basics of marketing

• marketing’s definition
• Marketing vs. Selling
• Concepts in marketing include those for products, sales, marketing, holistic marketing, and social marketing.
• a description of marketing management and its role in an organization

Sales and management fundamentals

• Planning, arranging, and controlling are aspects of sales management.
• Management of Sales by Objective
• Organization for sales
• Establishing the sales framework

Understanding selling principles

• Direct sales, relationship sales, and partnership sales are some examples of selling types.
• Various sales tasks
• Market intermediaries’ various forms
• The definition of sales goals
• Various positions for selling
• Method of Selling

Commercial Selling

• A professional salesperson’s role
• The significance of acquiring value
• Various selling techniques
• Selling on the side
• Cycle of sales and producing leads
• Carrying out sales calls
• An increase in conversion rates
• leading scorer

Recognizing the viewpoint of the consumer

• Relationships in sales that are transactional and functional
• Types of clients
• Issues a salesperson faces in terms of ethics
• Recognizing the customer’s cultural characteristics
• Five-stage buying decision model
• Decisions heuristics

Carrying out market research

• Examining the marketplace’s conditions
• What makes marketing research crucial?
• Setting up a research plan and conducting market research
• Varieties of research Focus groups and polls
• Making use of a marketing intelligence system

Request a Quote