Empowering People, Developing Leaders 855 (23) 966 967 / (15) 728 123/ (15) 729 123

Sales and Marketing Strategies

Sales and marketing is a part of all our lives and touches us in some way every day. To be successful, each company that deals with customers on a daily basis must not only be customer-driven, but customer-obsessed. The best way to achieve this objective is to develop a sound sales and marketing function within the organization.

Course structure

The Key to business succes lies in sales and marketing spent approximately 16 hours, OR is offered a 2-day period. The course is based on a participatory, active learning approach, group discussions. An Action Guide for Sales and Marketing Strategies, by Mr. Chhuon Serey Vicet, a Managing Director of M Architect & Construction Co., Ltd. Participants will receive a Certificate of Participation upon successful completion of the course. The maximum number of participants is 20. 

Who should attend?

Managers, Supervisors and anyone who has been working related to sales and marketing field or who has been in the role for a while but has not had formal training.

How you will benefit 

Upon the completion of this two-day training, participants are expected to benefit:

  • Understand the importance of sales and marketing
  • Be able to prepare strategic planning
  • Understand in planning and implementing market research
  • Understand in using marketing mix strategies
  • Be able to prepare sales plan
  • Understand effective selling process
  • Understand Steps to building great sales relationship
  • Increase selling efficiency

What you will cover:

Day 1 : Marketing

Module 1: Introduction to Marketing

Module 2: Strategic Marketing Planning

  • Importance of marketing 
  • Marketing Mix ( 7 P's)
  • The Production concept 
  • The Marketing Concept
  • Three levels of marketing performance 
  • The nature of strategic planning
  • Marketing planning and strategy
  • Stages of strategic planning
  • BCG Matrix
  • SWOT analysis

Module 3: Marketing Research and Analysis

Module 4: Understand Marketing Environment

  • Important of marketing research and data collection
  • Marketing research process
  • Define the problem, research objectives and develop the research plan
  • Collect and analyze the information
  • Presentation and make the decision
  • Elements of marketing environment
  • The micro and macro environment
  • Demographic factors
  • Economic factors
  • Natural factors
  • Technological factors
  • Political factors
  • Cultural environment

Module 5: Understand Customer Decision Making

Module 6: Business Buying Behavior

  • Important of understanding consumer behavior
  • Consumer decision making process
  • Problem recognition
  • Information search
  • Evaluation of alternatives
  • Purchase decision
  • Types of consumer buying decision and involvement
  • Factors influencing consumer buying decision
  • Characteristics of business markets
  • Business Vs consumer markets
  • Business customers
  • Business buying behavior
  • Participants in the business buying behavior
  • The business buying process

Module 7: Business Marketing Segmentation

Module 8: Marketing Mix Strategy ( 7P's)

  • Important of market segmentation
  • Criteria for market segmentation
  • Basic for segmenting customer markets
    • Geographic segmentation
    • Demographic segmentation
    • Psychographic segmentation
    • Behavioral segmentation
  • Bases for business market segmentation
  • Target markets
  • Product decisions
  • Distribution decisions
  • Promotion and communication strategies
  • Pricing decisions
  • People decisions
  • Process decisions
  • Physical evidence decisions

Day 2: Sales

Module 1: Introduction to Sales

Module 2: Effective Sales Planning 

  • Sales process and important of sales training
  • Functions of sale person
  • Sales methodology
  • Introduction to selling
  • The value of sales people
  • Personal selling
  • Create the sales edge
  • The seven steps for sales planning
  • Prospecting customers
  • Rules for sale planning

Module 3: Understand Personal Selling 

Module 4: Effective Selling Process

  • Essential elements of personal selling
  • Importance of personal selling
  • Qualities of salesperson engaged in personal selling
  • Characteristics of personal selling
  • Advantages of personal selling
  • Personal selling responsibilities
  • Three communication tasks in a sales call
  • The buying process / funnel
  • The prospecting
  • Methods of prospecting
  • The pre approach
  • The approach
  • The sales presentation
  • Dealing with objections
  • Closing the sales
  • Follow-up

Module 5: Sales Negotiation

Module 6: Customer Relationship Management

  • Sales negotiation and steps to better negotiation skills
  • Activities during negotiation
  • Formal negotiation
  • Planning for formal negotiations
  • Creating value during formal negotiations
  • Informal negotiation
  • Conducting the negotiation session
  • Conflict handling behavior modes
  • Guidelines for making concessions
  • Sales negotiation mistakes
  • Steps to building great sales relationship
  • Characteristics needed to sell for building long term relationships

Module 7: Increase Sales Efficiency 

Detail Information 

  • Increasing sales efficiency and measurement
  • Date:         13rd - 14th July 2019
  • Time:         8:00am- 12pm /1:00pm-5pm
  • Venue:       EDI Training Room
  • Fee:           $190 (VAT= 0%)
  • Early Bird:  $160
  • The Fee Includes:  Refreshment, Materials, and Certificate of Completion

 

Trainer Profile   

Mr. Chhuon Serey Vichet 

Managing Director of M Architect & Construction Co., Ltd

Mr. Chhuon Serey Vichet has had over 16 years’ experience in Management.

His Career Highlights

  • Director, Public Affaires and Communication of Vital
  • Operation Director of TureMoney Cambodia
  • Managing Director of M Architect & Construction Co., Ltd
  • General Manager of The Monkey Family
  • Cambodia Beverage Company Ltd. (Coca-Cola)
  1. Country Human Resource Manager
  2. Sales Manager, Distributor
  3. Sales Development Trainer
  • GL Finance Plc.:
  1. Member of Board Directors
  2. Operation Manager
  • General Manager, North East Region
  • Board of Director of EATE Enterprise & Company
  • Commercial Director of IQPS Trading Company LTD
  • Group Commercial Director of NVC Trading is currently a sole distributor of BIG Cola and IZZi milk in Cambodia
  • Operation Director of Confirel
  • General Manager of PACK (Cambodia) Co. Ltd. (Family Business)
  • Modern Trade Manager of Unilever
  • Assistant Sales Manager (Acting Sales Manager) of TTHK Co., Ltd. (Toyota)

Mr. Vichet is a very successful professional in more than 14 years with so many international and local companies such as Toyota, Unilever, Coca-Cola and ‘viral’ premium water -  Each of them is the leader in their business industries and today is serving for Big Cola, IZZi milk, C2 green tea and Red Dragon energy drink.

Vichet is a performance and Values-based driver. He played very vital role I his tenure at top management in Sales, Marketing and Human Resources; and everywhere he had been, we can see his record tracked remarkably. Followings are his achievement in the last 5 years:

  • Bring Big Cola to #2 in Cambodia
  • Drive ‘Vital’ premium water as #1 in Sales Volume in Nov, 2010 by spending time only 1 year in the market.
  • Grew Glass Bottle business of Caca-Cola to more than 20% in 2008
  • Capacity and capability built toward succession Planning Strategy for Sales & Human Resources department Led ‘HR Best Practice’ in the Group Human Resources 2007 of Coca-Cola Sabco in top 3
  • Successfully migrated HR management system from ERP to SAP 2007

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General Note: 

  • All our courses can be facilitated as Customized In-House Training course.
  • Course duration is flexible and the contents can be modified to fit any number of days.
  • The course fee includes facilitation, training materials, 2coffee breaks, and a Certificate of successful completion of Training.
  • FREE Consultation and Coaching provided during and after the course.

Other Available Training Courses

Contact:       023 966 967 (Office)
                     015 728 123 / 069 728 123 (Smart)
                     092 888 411 / 011 888 522 (Cellcard)
 
Address:    #9A, St. 370, Sangkat Boeng Kengkang I, Khan Chomkarmorn, Phnom Penh 
Facebook:  @edicambodia
Email:         training@edi-cambodia.org

 

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