Sales & Marketing Techniques in Myanmar
Course Objectives;
• Understand consumer market & business market analysis
• Make competitive advantages in present & potential markets
• Make potential market segmentation, targeting & systematic position
• Understand advertising, public relation, personal selling & sales promotion.
• Really understand prospect needs by conducting a needs analysis
• Master active listening techniques to better connect with & understand clients
• Learn to manage the sales process by understanding where the sale is & how to keep the momentum moving forward
• Master Sales Psychology 101
• Learn to negate competitor quotes, while remaining professional
• Learn to deliver presentations that sell
• Learn how to handle objections professionally & effectively
• Master highly effective closing techniques
• Learn to follow-up to develop long-term relationships & future business
• Set goals that motivate
• Learn to manage your sales database effectively
Foreword:
Today’s marketplace is highly competitive and every organization is looking for a larger share of the market. In an economy where the customer is king, how do sales representatives position the features and benefits of the products/services they sell?
Providing sales training plays an important role in helping sales representatives practice and hone their selling skills.
This Sales & Marketing Training Course helps sharpen the skills of even experienced sales representatives enabling them to take advantage of sales opportunities and aggressively expand the business. By providing an environment where they can make mistakes and learn from them, organization’s can benefit from having sales representatives who can make the greatest impact facing their customers on a daily basis.
Sale & Marketing
Training Course Outline
Part One
Marketing Management
1. Defining Marketing for Twenty First Century
2. Building Customer Satisfaction, Value and Retention
3. Winning Markets through Strategic Planning, Implementation
4. Understanding Markets, Market Demand, and Marketing Environment
5. Consumer Markets and Buyer Behavior
6. Competition Strategies (attack & defense strategies)
7. Market Segmentation & Selecting Target Markets
8. Positioning & Differentiation through Product Life Cycle
9. Service Management
10. Pricing Strategies
11. Retailing, Wholesaling & Channel Management
12. Integrated Marketing Communication
Part Two
Sales Training
Defining the Sales Process
• Type of Sales
• Common Sales Approaches
• Glossary of Common Terms
• Introduction to marketing concepts •
Getting Prepared to make the Call
• Identifying your Contact Person
• Performing a Needs Analysis
• Creating Potential Solutions
Creative Openings
• A Basic Opening for Warm Calls
• Warming up Cold Calls
• Using the Referral Opening
Active Listening
• The importance of active listening
• Minimal Encouragers
• Restating and Paraphrasing to gain commitment
Delivering Presentations that SELL
• Features and Benefits matched to Customer Need
• Outlining your Unique Selling Proposition
• The Burning Question that every Customer wants Answered
• Influencing techniques
Managing the Sale
• Sales psychology 101
• Competing without competing on price - and maintaining your professionalism
Handling Objections
• Common types of Objections
• Basic Strategies
• Advanced Strategies
• Complaints handling
Closing the Sale
• Understanding when it's Time to Close
• Powerful Closing Techniques
• Things to Remember
Following Up
• Thank-you Notes
• Resolving Customer Service Issues
• Staying in Touch
Setting Goals
• The Importance of Sales Goals
• Setting SMART Goals
Managing your Data
• Choosing a System that Works for you
• Using Computerized Systems
• Using Manual Systems
Manage your pipeline
• What is a sales pipeline
• The stages from prospect to customer
• How to determine your prospects stage
• We share our experiences
Supplemental Lessons
• Merchandizing in Retailing
• Sales Time Management
Training Methodology
Lecture 30%
Case 30%
Discussion 20%
Role play 10%
Exercises 10%
