Selecting and Developing Salesforce

ICTD International Centre for Training and Development

How long?

  • 5 days
  • in person

ICTD International Centre for Training and Development


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Who should attend

Experienced Marketing, sales, and customer care professionals interested in further increasing their marketing and sales skill levels.

About the course

There are tremendous pressures on the modern sales organization to adapt to the emerging trend that is business in the cloud. Implementing Salesforce Training as a part of an organization’s overall growth strategy is quickly becoming more of a ‘must do’ and less of a ‘nice to do’. As customers are becoming more powerful, more discerning and more demanding, and growth is an enduring theme in all vendor organizations big and small, adapting Salesforce Training is becoming a key component of adaptation.

## Course Objectives

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

  • The Sales, Marketing, customer care Skills Training program is designed for individuals who want to gain a thorough understanding of the principles and practice of marketing and sales.
  • Ideally suited for sales and business development executives, this course offers a superb grounding in the practice of these two disciplines.
  • Sales, Marketing, customer care are important skills which allow you to engage with all types of people and buyers.
  • Marketing provides you with the skills to increase brand awareness, develop your target market, as well as create the necessary leads and enquiries through targeted marketing campaigns.
  • The key to success in any business is sales and during the course there is a strong focus on developing your sales skills, so that you can apply what you learn to your current position.
  • Improve service delivery standards, reflected in higher levels of customer satisfaction and bottom line profits
  • Build a customer focused culture

## Course Outline

Section 1: Marketing

  • Introduction to Marketing
  • Marketing environment
  • Macro and Micro Environment
  • Consumer buyer behavior
  • Market research process
  • The Marketing mix,
  • Market Segmentation, Targeting Consumers
  • Positioning Products & Brands
  • Market segmentation, targeting and positioning
  • Developing a marketing plan
  • Product & Services Branding

Day Two

  • Consumer-Brand relationship
  • Brand equity and value
  • Pricing decisions
  • Developing and implementing marketing programs
  • Internet: Managing & Marketing web-sites
  • Cyber Marketing
  • Direct Marketing, Sales Promotion, Customer Service
  • Marketing Distribution and channel decisions
  • International Marketing

Section 2: Sales

  • Managing a sales territory
  • Identifying and targeting new business
  • Personal selling, Identifying and targeting new business
  • Exploiting new areas of opportunity
  • Defining call objectives, Time/territory management & Journey Planning
  • Planning and prioritize meetings
  • Sales Milestones, Identify various milestones that lead to your objective
  • Sales Situations & Selling Styles
  • Sales Strategies, Self-Analysis
  • Sales Preparation & Research

  • Information Gathering - Questioning Techniques

  • Sales presentation skills and stages in the sales process

  • Structured Sales Model

  • Sales People with the wrong approach

  • Getting Attention & Opening the call

  • Prospecting and Business development

  • Sales presentation skills and stages in the sales process

  • Opening the Call, Investigating customer needs – asking the right questions

  • Use effective questioning and listening techniques to uncover customer needs

  • Analyzing your Offer, How to answering customer objections

Section 3: Customer Care

The business case for customer service excellence

  • Why excellence in customer service is a hot business boardroom issue
  • Understanding what your customers expect
  • Benchmarking for competitive success
  • Meeting and exceeding changing customer expectations
  • Assessing your organizational culture for customer service focus
  • Core foundations for building a customer centric culture
  • Overcoming obstacles to customer service excellence

Improving customer service standards

  • Showing your customers you are serious about providing customer service excellence
  • Resolving customer service challenges positively

§ The six hats problem solving approach

§ Shifting perceptual positions

§ Resolving complaints, disputes and conflict

§ Role modeling top performers in customer service.

  • Moving closer to the customer - rapport skills to build better relationships

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Selecting and Developing Salesforce at ICTD International Centre for Training and Development

From  $3,300

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Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

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