Sales & Marketing

Programme Description
This program assists in creating and increasing income through self promotion. It focuses on marketing, customer needs, attitude and positive selling skills.
Topics:
• projecting attitudes and methods
• time management abd problem solving
• analysis of specific action projects
• customer awareness
• buyer case studies
• approaches to industry-specific needs-based sales
Duration: 18 hours (TS082)
Fee: RM 500

Course Overview
This program introduces participants to a process for the effective selling of services, products or concepts. Participants will develop an understanding of how to identify prospects, communicate product features and benefits and present sales solutions to prospects. The program also provides learners with knowledge of effective administrative processes for preparing, presenting and completing sales.
Participants will learn the communication and interpersonal skills needed to build rapport with prospects, qualify, identify needs, handle objections, gain commitment and provide value through effective after-sales support.

Designed For
Sales people, client service personnel, call centre staff, account managers and other individuals who need to gain commitments from clients – external and internal.

Content

• Understanding the selling process and selling roles
• Essential knowledge, skills and attitudes for selling
• The importance of product knowledge
• Prospecting methods and strategies
• The sales interview and communication skills
• Planning, preparing and presenting a presentation
• Gaining commitment and overcoming objections
• Providing post-sales support and establishing a relationship

Learning Outcomes

• Effectively prepare to sell products and services
• Develop product and/or service knowledge and turn into benefits
• Evaluate competitors’ products
• Employ prospecting methods, qualify prospects and manage prospect information
• Prepare for and present a sales presentation
• Manage buyer resistance