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Moulding Professionals for a better Career positioning

Sales & Marketing Training Programme

  • Introduction
    • ◆ Marketing

  • The Marketing Concept
    • ◆ Needs, Wants, Desires/Demand

      ◆ Products, Utility, Value & Satisfaction

      ◆ Exchange, Transactions & Relationships

      ◆ Markets, Marketing & Marketers

  • The Business Environment
    • ◆ PESTLE

      ◆ SWOT

  • Aim of SWOT Analysis?
  • Who needs SWOT Analysis?
  • How to Conduct SWOT Analysis?
  • Buying Behaviour
    • ◆ Consumer

      ◆ Business

  • Segmentation
    • ◆ Segmenting Consumer Markets

      ◆ Segmenting Business Markets

      ◆ Differentiation and Positioning

      ◆ Positioning for Competitive Advantage

      ◆ Marketing Management

      ◆ Choosing a Value Proposition

      ◆ Customer Perceived Value

  • Marketing Mix
    • ◆ 4Ps

      ◆ 7Ps

  • Building a Marketing Plan
  • Marketing Mix
  • Marketing vs. Sales
  • Improving Selling Skills
    • ◆ Principles of Salesmanship

      ◆ 3 Dimensions of Selling

  • Call Sequence
    • ◆ Pre-call Planning

      ◆ Opening

      ◆ Probing

      ◆ Reinforcing

      ◆ Gaining Commitment

  • Dealing with Resistance
    • ◆ Misconception

      ◆ Real Objection

      ◆ Lack of Interest

      ◆ Scepticism

  • Using Visual Aids