Sales & Marketing Course in Dubai

ZABEEL MANAGEMENT ACADEMY

SALES Accredited by College of London, UK Ministry of Education, UAE American CertiямБed Institute, USA

MARKETING MANAGEMENT UNITED ARAB EMIRATES MINISTRY OF EDUCATION

Sales & Marketing Management DESCRIPTION: This course will introduce you to the major Sales and Marketing challenges face by organisations in the GCC region. Each module will focus on a different aspect of Business development and cover the principal issues. The theoretical material will be supplemented by case studies illustrating the different aspects of Marketing, and practical checklists and tools that you will find useful in your day-to-day work in the Sales/ Marketing department.

"A sale is not something you pursue, it is something that happens to you while you are immersed in serving your customer." Unknown Since the industrial revolution, the world has gone though a major development frenzy leading to the production of the vast number of products and services that we enjoy today. As the number of products, ideas and concepts have increased, so is the need to inform and convince others of their benefits and applications to personal and professional lives. Sales skills therefore have become a vital part of any successful business and organization.

The sophisticated sales industry active today has introduced new selling philosophies and pioneered modern techniques and sales methodologies.

Whether you are directly involved in sales as a salesperson or the production of these products or services, knowing how to sell is an incredibly useful skill. This comprehensive course, introduces traditional (influence-based) and modern (facilitative and consultative based) selling techniques and prepares the delegates for a variety of sales environments from retail and customer facing selling to sophisticated business-to-business trade involving large projects.

Psychology is one of the main components of this course. There is an emphasis on customer loyalty which is responsible for most sales and long term profitability of any business. As a salesperson you need to take specific steps (relying heavily on many psychological aspects) to create a loyal customer that keeps coming back to you time and again.

This course contains many exercises, roleplays, and guidelines to help the delegates master the sales skills during the course and start applying their newly acquired knowledge to their professional lives straight away. Bite sized group exercises are also provided that focus on specific concepts. These are then followed by more comprehensive sales exercises that help the delegates to put a series of smaller skills into practice and learn how to approach sale events as a whole.

Learning Outcome

BY THE END OF THIS COURSE, PARTICIPANTS WILL BE ABLE TO: Marketing and Sell using a structured framework and have the right mentality to maximise your conversion Take advantage of modern sales and marketing techniques by understanding the difference between the traditional and modern methods Focus on the customer’s needs and pitch your sale from the most efficient angle to get maximum results Phrase your sentences efficiently when selling a product or an idea Sell by focusing on the customer using effective modern selling frameworks Use the power of the brain to optimise your marketing activities

Certification: The candidate can apply for any certification programme. Either they can choose any one or they can choose both certification.

Certification in Sales & Marketing Management accredited by the: Ministry of Education UAE

CSMP- “Certified Sales & Marketing Professional”, awarded by the AIBM, USA accredited by the: American Institute of Business and Management

Modules Covered: Module 1: Marketing Management Module 2: Skills & Strategies for Sales Professionals

Marketing Management Course Coverage Part 1: Understanding Marketing Management 1. Defining Marketing for the 21st Century 2. Developing Marketing Strategies and Plans

Part 2: Capturing Marketing Insights 3. Gathering Information & Scanning the Environment 4. Conducting Marketing Research & Forecasting on Demand

Part 3: Connecting with Customers 5. Creating Long-term Loyalty Relationships 6. Analyzing Consumer Markets 7. Analyzing Business Markets 8. Identifying Market Segments and Targets

Part 4: Building Strong Brands 9. Creating Brand Equity 10. Crafting the Brand Position 11. Competitive Dynamics

Part 5: Shaping the Market 12. Setting Product Strategy 13. Designing and Managing Services 14. Developing Pricing Strategies and Programs

Part 6: Delivering Value 15. Designing and Managing Integrated Marketing 16. Managing Retailing, Wholesaling, and Logistics

Part 7: Communicating Value 17. Designing and Managing Integrated Marketing Communications 18. Managing Mass Communications: Advertising, Sales Promotions, Events and Experiences and Public Relations 19. Managing Personal Communications: Direct and Interactive Marketing, Word of Mouth and Personal Selling Part 8: Creating Successful Long-Term Growth 20. Introducing New Marketing Offerings 21. Tapping into Global Markets 22. Managing a Holistic Marketing Organization

Skills & Strategies for Sales Professionals course coverage 1. Negotiation Skills Training 2. Sales and Selling - Training and Techniques 3. Advanced Selling And Facilitative Communications Methodology 4. Marketing and Advertising Tips 5. Cold Calling Techniques