By the end of the course the deligate will be able to:
understand the Who, What and How answers to selling
understand Pareto's Law and how a simple marketing strategy can help the sales process in terms of targeting leading to time savings
understand the marketing concept and customer orientation approaches and why they are beneficial in selling products and services
understand how to develop a market strategy to support a sales approach to developing the product or service
understand market segmentation and how this can be beneficial to sales planning in terms of understanding and approaching the market
use a range of tools to help define most advantageous approaches to the market including SWOT, PEST(LE), Directional Policy Matrix
identify different approaches to market research and understand why this simple tool can create success for the sales person and the business, including competitor analysis.
identify buyer motivations including motivational factors, benefits and augmented approaches to the customer.
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