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 daily 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 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 the 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
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 :03 Oct 2020
- Class End :04 Oct 2020
- Seat Availble :20 Seats
- Time : 08:00 - 05:00
- Fee :245 $
- Early Bird : 195 $
- venue :Hotel/Restaurant