This Sales and Marketing Management MBA training course enables participants to identify
customer needs, create products and services to satisfy these needs, determine which
stakeholders the organization can best serve, and design program to inform and build
relationships with these stakeholders.
The participants will be able to advise on and lead customer satisfaction, new product
development, product and service management, innovative selling, and service. They will see
their business through their client or customer's eyes and make decisions that have a positive
impact on finances and reputation.
This The Marketing and Sales Management training course will highlight:
 The major decisions marketing and sales leaders face in matching their organization’s resources with marketplace realities.
ï‚· Current issues in marketing and sales management and frameworks for responding effectively to them.
ï‚· Best practices, concepts, tools and techniques for managing marketing and sales activities.
ï‚· Applying marketing and sales theories to the real-world issues delegates face including balancing demand and supply, understanding and responding to buyer behaviors, and relationship building
ï‚· Verbal and non-verbal skills for managing teams for peal performance.
Event Date: –
Course Objectives
By the end of this The Sales & Marketing Management MBA training course, participants will be able to:
ï‚· Align sales and marketing Initiatives within the organization.
ï‚· Develop sales and marketing strategies and programs to build competitive advantage.
ï‚· Improve the sales recruiting, interviewing, and hiring process.
ï‚· Integrate social media marketing with traditional marketing activities.
ï‚· Use the marketing mix to increase business development opportunities.
ï‚· Adjust their marketing, communication and selling styles to that of people from other cultures.
Course Methodology
This Sales and Marketing Management training course combines presentations that share both
theory and industry best practices with practical sessions in accordance with adult learning and
blended learner-centered principles. The participants will have opportunities to put into practice
the skills they develop and enhance during the course. We make the most of small and whole
group exercises, videos, case studies, peer exchange, brainstorming, role plays and
discussions, and spending time working one-on-one and in small groups to resolve the
challenges participants face. They will leave with new ideas and skills they can implement
immediately; they step back into their teams.
Course Outline Perfecting Marketing Management Operational Sales Management Managing Sales Teams for Peak PerformanceÂ
Managing Marketing Resources
ï‚· Creating the Marketing Team
o Needs, Structure, Recruitment, and Induction
 Developing Team Members’ Capabilities through Mentoring and Providing Challenges
ï‚· Setting Clear Priorities
o Selecting, Explaining and Winning Support for Team Goals
ï‚· Techniques for Setting and Managing the Marketing Budgets
ï‚· Monitoring, Evaluating and Reporting the Financial Performance of Marketing
ï‚· Developing and Sustaining Relationships with External Suppliers
o Photographers
o Printers
o Agencies
ï‚· Directing Insights
o Researching Markets, Analyzing and Forecasting Customer Demand
ï‚· Encouraging Customer Centricity
o Connecting with Customers
o Developing Long Term Win-Win Relationships
ï‚· Strengthening Brands
o Image, Positioning, Lines and Families
ï‚· Maximizing Revenues and Profits through Effective Product Life Cycle Management
ï‚· Integrated Marketing Communications
o Online and Offline Activities
o Campaigns
ï‚· Ensuring Value along the Distribution Channels, whether Vertical, Horizontal or Integrated
ï‚· Choosing between the Types of Sales Roles from Creating Demand to Delivering Products
ï‚· Setting Sales Force Objectives
o Prospecting, Selling, Servicing and Allocating Products During Shortages
 Strategies for Deploying Salespeople Strategically in Response to Customer Needs, Competitors’ Actions and Marketplace Changes
ï‚· Options for Structuring the Sales Force, Depending on Type of Customer and Product Lines
ï‚· Developing an Attractive Sales Force Compensation Plan that Provides Essential Regular Income plus Incentives for High Performance
ï‚· Planning: Forecasting and Projecting Sales for Management Information Systems Reporting
 Understanding the Key Principles of Personal Selling – Sales Tactics, Negotiation, Relationship Management
ï‚· The Characteristics of Highly Motivated and Competent Salespeople
ï‚· Encouraging Ongoing Learning and Development for Mastering Sales Capabilities
ï‚· Directing Sales Representatives through Setting Targets for Contact with Prospects and Customers
ï‚· Motivating Salespeople to Do Their Best through Relationships and Incentives
ï‚· Evaluating Individual Sales Performance and Giving Good Feedback that Leads to Improved Performance