Business

After attending our Sales & Marketing workshop, delegates will be able to:

• Identify the ‘perfect’ customer.
• Create powerful introductions.
• Fill the sales funnel.
• Understand the psychology of selling.
• Close and follow-up sales.

Workshop Overview

The Definition of Marketing

• The Sales and Marketing Interface
• Philosophies

Identifying the Perfect Customer

• Recognizing an Opportunity
• The Marketing Environment
• Research and Information Systems

Buyer Behaviour

• B-C, B-B, C-C
• Consumer Decision Processes
• Organisational Buying

Selecting the Perfect Customer

• Segmentation
• Targeting
• Positioning

Creating the Perfect Offering

• Product, Price, Place, Promotion
• Putting the P’s Together
• Multiple Mixes

Planning and Control

• Marketing Planning
• Forecasting and Expenditure
• Organization and Control

Filling the Funnel

• Enquiries
• Cold Calling
• Deepening Existing Relationships
• Networking and Gaining Referrals

Presentations

• Desired Result
• Features and Benefits
• Framework and Proof
• Objections

The DREAM Buying Path

• Do
• Repeat
• Evaluate
• Access
• Money

Powerful Introductions

• 30 Second Introductions and Commercials
• Identifying and Managing Buying Profiles
• Questioning, Language and Listening Skills

Closing and Follow-Up

• Buying Signals
• Closing Questions

Who Should Attend

Anyone interested in learning or developing their sales & marketing skills will benefit from this Sales & Marketing course, it is guaranteed to bring out new ideas that are specific to the individual’s experience & industry sector.

Instructional Methods

• Lecture
• discussion
• group exercises
• role-playing.

Duration
3 Days.

Each participant is sensitized on the core values of the organization through an activity-based simulation, which is fun to learn and retain the knowledge for a much longer time, if not forever. This program will also cover the core ethics to be followed to become an effective team member of a dynamic organization.

• Assess your own entrepreneurial capabilities

• Outline and evaluate a business and product idea

• Understand the psychological contract between themselves and their employer.

• Understanding the expectations of employer and employee obligations at workplace.

• Examine the significance of the transition from ‘student’ to ‘professional’.

• Preparing for change in attitude and behavior using self-analysis and examine their personal style and professional ‘brand’.

• Develop their understanding of the perspective of others, how to manage conflicts, and build a successful working relationship.

• How future career success depends upon performance management, teamwork, and building a good relationship with their line manager.

Instructional Methods
The workshop has a mix of classroom lectures, group syndicates and group dynamic activities. Case studies, focus group discussions and creative fun based activities will be an integral part of the course curriculum. Each module will end with a clear learning point summary, which helps in creating a development plan.

Benifits

• Being purposeful, focused, realistic and self-confident, and industry ready.
• Business relationships, business etiquette, diversity, and build work-life balance.
• Expectation mapping with the organization.
• Willingness to learn pro-activity, self promotion, networking, planning for success.
• Being a team player & problem solver, aligning with the boss, communicating professionally, social networks, managing own well being.

Duration
2 Days.

This workshop will teach you the basics of entrepreneurship. You’ll consider if entrepreneurship is right for you and learn the basic steps of creating your own business. At the end of the workshop, you’ll have a solid foundation to start your entrepreneurial journey.

Develop and enhance the contributions you make to entrepreneurship by being able to:

• Identify your target market and customers.
• Develop your value proposition.
• Understand different types of business ownership and structures.
• Evaluate franchising and business purchasing opportunities.
• Create key business planning documents.
• Create financial projections for your business and gather funding.
• Create a product development plan, marketing plan, & sales strategy.
• Identify ways to protect your intellectual property.
• Describe effective ways to brand your product.
• Launch and grow your business.
• Demonstrate the behaviors of an entrepreneurial leader.
• Find appropriate resources to help you on your journey.

Who Should Attend
This course provides opportunities for individuals to network with other aspiring entrepreneurs and industry professionals. individuals can gain the necessary skills and confidence to turn their business ideas into reality.

Instructional Methods

• Lecture
• discussion
• group exercises
• role-playing.

Duration
3 Days.

Develop and enhance the contributions you make to your project and organization by being able to:

• Understand project management framework, context, and processes.

• Recognize the importance of planning and various types of tasks, milestones, and schedules.

• Create a Work Breakdown Structure and a schedule with activities, durations, and interdependencies using a Critical Path Method (CPM).

• Understand the basics of the PERT approach in project management

• Identify techniques to reduce overall project duration and their practical implications.

• Analyze the overall schedule to identify problems and develop practical solutions.

• Identify and quantify schedule and cost risks and develop strategies to mitigate the risks.

• Recognize the importance of Human Resource Management (HRM) in managing projects.

• Identify stakeholders (external and internal) and their roles.

• Discuss the roles and responsibilities of the project manager and project sponsor.

• Discuss and analyze communication channels among project stakeholders.

• Describe various forms or organizational structures with their advantages and disadvantages.

• Discuss various forms of matrix structures and tips on how to make matrix systems work.

• Recognize the importance and dynamics of power and politics in project management.

• Describe stages of team development and learn practical tips to build and develop high-performance teams.

• Recognize the role of leader vs. manager and how it is related to the project life cycle.

Who Should Attend
This course is specifically designed for individuals who are expected to help achieve project objectives and contribute actively as project managers, team members and other stakeholders.

Instructional Methods

• Lecture
• discussion
• group exercises
• role-playing.

Duration
3 Days.