ISM Endorsed Core Marketing and Sales Skills for Business|Online

Course Methodology

In addition to the classical concepts, “Core Marketing and Sales Skills for Business Professional” uses a wide array of self-assessments, templates, group exercises, and relevant videos to help participants acquire the right marketing and sales competencies, and apply them in a seamless and professional manner.

Course Objectives

By the end of the course, participants will be able to:

Define the scope of marketing and sales and understand their functions and fit in a business organization
Conduct an effective marketing audit to examine the micro and macro environments of the company in order to build a consistent marketing plan
Blend and synchronize online and offline campaigns thanks to a clear understanding of the functions and platforms of digital marketing
Master the selling process and develop sales opportunity plans to maximize sales revenues and profitability
Develop marketing and sales metrics to measure performance and ensure it is aligned with set objectives and desired results

Target Audience

The course will be of interest to a wide range of marketing, PR, communications, sales and operations professionals. It addresses professionals wishing to understand and build first-time competencies in marketing and sales as well as current practitioners who would like to explore further skills in these disciplines.

Target Competencies

Marketing planning
Marketing audits
Digital marketing
The sales process/the buying and selling process
Sales opportunity planning
Upselling and cross-selling techniques

Scope of marketing and selling
- Definition and functions of marketing
- Definition and functions of selling
- Differences between marketing and selling
- Selling self-assessment readiness
- Marketing self-assessment readiness
- SMarketing - The new trend
  - Running effective meetings between marketing and sales
  - Sales and marketing communication tips

Core marketing practices
- The marketing mix: setting the scene
- Understanding the marketing environment
- Various marketing analysis techniques:
  - Competition analysis
  - Michael Porter analysis
  - PEDSTLE analysis
- A suggested marketing plan framework:
  - SWOT analysis
  - TOWS analysis
  - Criteria for prioritizing action plans
- Conducting a full marketing audit
- Writing the strategic marketing plan

Foundations of digital marketing
- Traditional versus digital marketing
- Major digital marketing platforms for business
- Organic and paid search campaigns
- Auditing your website effectiveness
- Auditing your social media initiatives

Core selling practices
- The sales process
  - Prospecting and qualifying
  - The pre-approach
  - The approach
  - Presentation and demonstration
  - Overcoming objections
  - Closing the deal
  - Retention and follow up
- The buying and selling process
- Sales opportunity planning
- How to differentiate yourself from the competition
- Building strong business relationships
- Identifying the different buying personas
- Recognizing the different decision roles
Measuring marketing and sales effectiveness
- Suggested sales KPIs and metrics
- Suggested marketing KPIs and metrics
- Creating an effective balanced scorecard

Institute of Sales Management (ISM)

Meirc is a recognized center and an endorsed training partner for the Institute of Sales Management (ISM*). This endorsement is a badge of recognition for the high quality sales and marketing training courses offered by Meirc Training & Consulting. Upon successfully completing any of these courses, participants will be awarded an ISM Certificate in addition to the certificate they receive from Meirc Training & Consulting.

*ISM is the UK’s largest professional body for salespeople and is the authoritative voice of selling and the custodian of sales standards, ethics and best practice. The core mission of the ISM is to promote standards of excellence in sales and sales management and enhance the prestige, integrity and profile of the sales profession as a whole and to inspire sales and marketing personnel to greater heights of achievement. ISM qualifications are vocationally-related, globally-recognized and are overseen by the UK government’s regulator Ofqual so you can be sure they meet the highest standards.

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2023 Schedule & Fees

There are no public sessions remaining for the course this year. Please contact us if you wish to have a customized in-house session, or to find out how an additional public session can be scheduled.

2024 Schedule & Fees

Fees

Per participant

USD 3100

Fees + VAT as applicable

Discount Plans & Cancellations Policy

Location & Date

18 - 22 Feb, 2024

English

Virtual Learning

Meirc reserves the right to alter dates, content, venue, trainer, and to offer courses in an integrated virtual learning (IVL) format whereby face to face classroom participants and virtual learners participate simultaneously in the same course in an interactive learning experience.

Tax Registration Number: 100239834300003

This course is also offered in face-to-face courses, click on the course below.

ISM Endorsed Core Marketing and Sales Skills for Business Professionals

18 - 22 Feb, 2024

English

Dubai

ISM Endorsed Core Marketing and Sales Skills for Business Professionals

20 - 24 Oct, 2024

English

Dubai

Overview

Course Methodology

Course Objectives

By the end of the course, participants will be able to:

Define the scope of marketing and sales and understand their functions and fit in a business organization
Conduct an effective marketing audit to examine the micro and macro environments of the company in order to build a consistent marketing plan
Blend and synchronize online and offline campaigns thanks to a clear understanding of the functions and platforms of digital marketing
Master the selling process and develop sales opportunity plans to maximize sales revenues and profitability
Develop marketing and sales metrics to measure performance and ensure it is aligned with set objectives and desired results

Target Audience

Target Competencies

Marketing planning
Marketing audits
Digital marketing
The sales process/the buying and selling process
Sales opportunity planning
Upselling and cross-selling techniques

Course Outline

Scope of marketing and selling
- Definition and functions of marketing
- Definition and functions of selling
- Differences between marketing and selling
- Selling self-assessment readiness
- Marketing self-assessment readiness
- SMarketing - The new trend
  - Running effective meetings between marketing and sales
  - Sales and marketing communication tips

Core marketing practices
- The marketing mix: setting the scene
- Understanding the marketing environment
- Various marketing analysis techniques:
  - Competition analysis
  - Michael Porter analysis
  - PEDSTLE analysis
- A suggested marketing plan framework:
  - SWOT analysis
  - TOWS analysis
  - Criteria for prioritizing action plans
- Conducting a full marketing audit
- Writing the strategic marketing plan

Foundations of digital marketing
- Traditional versus digital marketing
- Major digital marketing platforms for business
- Organic and paid search campaigns
- Auditing your website effectiveness
- Auditing your social media initiatives

Core selling practices
- The sales process
  - Prospecting and qualifying
  - The pre-approach
  - The approach
  - Presentation and demonstration
  - Overcoming objections
  - Closing the deal
  - Retention and follow up
- The buying and selling process
- Sales opportunity planning
- How to differentiate yourself from the competition
- Building strong business relationships
- Identifying the different buying personas
- Recognizing the different decision roles
Measuring marketing and sales effectiveness
- Suggested sales KPIs and metrics
- Suggested marketing KPIs and metrics
- Creating an effective balanced scorecard