Sales and Marketing Strategies

Sales and marketing are a part of all our lives and touch 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 success 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. 

  • 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
  • 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 the marketing environment
  • The micro and macro environment
  • Demographic factors
  • Economic factors
  • Natural factors
  • Technological factors
  • Political factors
  • Cultural environment
  • 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
  • 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
  • Sales process and the importance of sales training
  • Functions of sale person
  • Sales methodology
  • Introduction to selling
  • The value of salespeople
  • Personal selling
  • Create the sales edge
  • The seven steps for sales planning
  • Prospecting customers
  • Rules for sale planning
  • 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
  • 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
  • Increasing sales efficiency and measurement

Chhuon Sereyvichet

Chairman & CEO Borey Ratanak Sambath Kamrieng, Battambang

Mr. Chhuon Serey Vichet is a very successful professional in more than 15 years’ experience in Management 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. 
Mr. Vichet is a performance and Values-based driver. He played a very vital role in 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

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 a sales plan
  • Understand effective selling process
  • Understand Steps to build a great sales relationship
  • Increase selling efficiency

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

Course Detail

  • Trainer :Chhuon Sereyvichet
  • Class Start :24 Oct 2020
  • Class End :25 Oct 2020
  • Seat Availble :20 Seats
  • Time : 08:00 - 05:00
  • Fee :190 $
  • Early Bird : 160 $
  • venue :EDI Training Room