Marketing & Sales Skills Course

Overview

Empirical studies validate the connection between sales and marketing skills to successful business performance and growth. Sales and marketing skills are a prerequisite for business growth and personal career progression in the field.

This course imparts these critical competencies for innovative business ideation, effective application of marketing principles in the sales and marketing functions and excelling at customer service satisfaction.

Completing this course will help in:

Who is the course for?

Individuals in the sales, marketing and customer services field of business require the skills, values and knowledge imparted by this course. The course participants will be able to employ the sales and marketing techniques during the course of their work in a sales and marketing role, customer service and customer care position from entry to middle levels within an organisation.

Training Outcomes

  • Marketing concepts outlined in the business plan are integrated into business activities and tasks and activities have drawn up accordingly.

  • Suitable ways in which to promote product/service of a new venture are determined and implemented according to the marketing plan.

  • Promotion of a product/service includes but is not limited to advertising, launches, informal selling, formal selling, and the various activities undertaken to make customers aware of a product/service.

  • Selling techniques are utilised to promote product/service.

  • Selling techniques include but are not limited to establishing selling networks, the AIDA principle (Attention, Interest, Desire, Acceptance), direct selling, cold calling, principles of negotiation.

  • Customer relations practices are implemented to ensure customer satisfaction.

  • Customer relations practices include but are not limited to after-sales service, customer surveys to determine levels of customer satisfaction

  • Basic principles of negotiation that are utilised to secure new business are outlined and explained with examples.

  • The principles of planning for negotiations are explained and implemented according to their own business context and market research.

  • Appropriate negotiation techniques are applied to own venture and business contexts.

  • The different types of offers are explained in relation to securing business transactions.

  • Principles and procedures for compiling quotes are identified and explained in relation to their own business context.

  • Principles and procedures for compiling quotes include but are not limited to costing and pricing calculations, terms and conditions (including payment terms), legal implications of quotes, an outline of a typical quotation, basic marketing and financial principles incorporated into quotes.

  • Support in compiling quotes is sought where necessary in order to ensure a full understanding of the criteria that apply.

  • The common pitfalls in quoting and order taking are explained with examples in relation to own business venture.

  • Tendering principles pertaining to commercial and public tenders are explained with examples.

  • The risks associated with tendering are identified and basic risk management procedures are implemented according to their own business context.

  • Risks pertaining to tendering include but are not limited to cash flow, funding requirements, compliance requirements, performance requirements, technical requirements.

  • The financial advantages and disadvantages of a tender are analysed to determine if it would make business sense to submit the tender.

  • Support is sought to complete tender documents where relevant in order to ensure a full understanding of tendering conditions and criteria.

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