Sales and Marketing

Training For Manufacturing Companies

Sales and Marketing 2019-10-03T08:50:15-05:00

Winning Marketing

Standard course duration: 24 hours

This course provides a structured, yet simple, method for learning the entire marketing process. This course assists participants in developing an operational marketing plan. Major topics include: Analysis of Past and Current Marketing Data; Recognition of Corporate Philosophies; Analysis of External Environment; Internal Organization; Competitive Analysis; Market Potential Analysis; Product Line Analysis; Customer Analysis; Pricing Analysis; Channel of Distribution Analysis; Marketing Research; Advertising and Sales Promotion; Target Markets; Marketing and Sales Objectives; Marketing Strategies; and Developing a Marketing Plan.

Upon completion of this course participants will have learned the entire marketing process and its major components; examined different marketing ideas for their business in a creative and organized manner; and developed the foundation for the winning marketing plan.

Sales Skills for Sales Professionals

Standard course duration: 36 hours – (Topic duration: 4 hours)
(Course duration is based on the number of topics selected)

In an increasingly competitive world, effective sales personnel need a wide variety of skills and competencies in order to be successful. The course teaches various sales competencies that will help participants develop the ability to determine and appreciate customer needs and expectations; listen attentively; be analytical; solve problems; handle objections and complaints; communicate and present effectively; develop new business; neutralize and resolve customer objections; close a sale; and develop and manage sales relationships. This course helps participants to understand themselves better and to use this understanding to improve their interpersonal relationships with their customers. Participants can choose the competencies that are most pertinent to them and their organization.

This course covers the following major topics:

  1. Building Relationships
  2. Dynamite Sales Presentations
  3. Overcoming Objections and Nailing the Sale
  4. Prospecting for Leads
  5. Negotiating for the Sales Professionals
  6. Qualifying Sales Prospects
  7. Telephone Sales Skills
  8. Basics of Effective Selling
  9. Closing the Sale

Upon completion of this course participants will have learned selected competencies and their practical application to the company’s business environment.

Sales Skills for Technical and Professional Personnel

Standard course duration: 16 hours

In an increasingly competitive world, technical and professional personnel need to possess effective sales skills in order to identify new sales opportunities and generate new business. The course teaches technical and professional personnel various sales skills that will help participants develop the ability to determine clients’ needs and expectations; listen attentively; handle objections; communicate effectively; identify new business opportunities; and develop long term client relationships. This course also helps participants to understand themselves better and to use this understanding to improve their interpersonal relationships with their clients.

This course covers the following major topics:

  1. Basics of Effective Selling
  2. Building Relationships
  3. Prospecting for Leads
  4. Identifying and Qualifying New Business Opportunities
  5. Overcoming Objections
  6. Closing the Sales

Upon completion of this course participants will have learned various sales competencies and their practical application to the company’s business environment.

Sales Skills for Customer Service

Standard course duration: 8 hours

In an increasingly competitive world, customer service professionals are increasingly getting more and more involved in up-selling products and services. The course teaches customer service personnel various sales skills that will help them develop the ability to determine customers’ needs and expectations; listen attentively; handle objections; closing the sales; communicate effectively; and develop long term client relationships. This course also helps participants to understand themselves better and to use this understanding to improve their interpersonal relationships with their clients.

This workshop will help you develop those skills, enabling you to up-sell your products and services.

  • What is selling?
  • Essential selling skills
  • SMART goals
  • Defining needs, requirements, and expectations
  • Types of selling
  • Our values
  • Ten Major Mistakes

Upon completion of this course you will be able to:

  • Understand a wonderful paradox: helping other people get what they want gives us more of what we want.
  • Use goal-setting techniques as a way to focus on what you want to accomplish and develop strategies for getting there.
  • Recognize the difference between features and benefits of products and services, and develop a plan for increasing product knowledge.
  • Identify and be able to better present the competitive strengths of your products and services, so that you can be proactive, in handling objections and more successful at asking for the business.
  • Recognize the importance of effective communication in the sales process, so we enhance our ability to listen, ask questions, and send congruent body language messages.

Selling Smarter

Standard course duration:8 hours

It’s no secret that selling has changed in recent years. This is an exciting and dynamic profession, yet it is one of the most underrated and misunderstood, at least in recent years. The back-slapping sleazy, joke-telling huckster has disappeared and in his place is a new generation of sales professionals—highly trained and groomed, with the characteristics of honesty, trustworthiness, and competence.

Broadly defined, today’s top salespeople are in the business of identifying needs and persuading potential customers to respond favorably to an idea that will result in mutual satisfaction for both the buyer and the seller.

This one-day workshop will help you develop those skills, enabling you to sell smarter.

  • Essential Selling Skills
    • Selling Skills
    • The Power of the Mind
    • Professionalism
    • The Expectancy Theory
  • What is Selling?
  • Features and Benefits
  • SMART Goals
  • Time Management
  • Customer Service
  • Types of Selling
    • The Three Types
    • Our Values
  • Ten Major Mistakes
  • Finding New Clients
  • Where to Find New Clients?
  • Networking Tips

Upon completion of this course you will be able to:

  • Understand a wonderful paradox: helping other people get what they want gives us more of what we want.
  • Use goal-setting techniques as a way to focus on what you want to accomplish and develop strategies for getting there.
  • Recognize the difference between features and benefits of products and services, and develop a plan for increasing product knowledge.
  • Identify and be able to better present the competitive strengths of your products and services, so that you can be proactive, in handling objections and more successful at asking for the business.
  • Recognize the importance of effective communication in the sales process, so we enhance our ability to listen, ask questions, and send congruent body language messages.