Strategic Business Development Workshop: For Business Development Officers

Program overview:

This workshop is designed for marketing and sales people. It focuses on business development and management for profitable sales in marketing territories.

For whom:

Marketing Executives, Sales Representatives, Sales Supervisors and Sales Managers in Insurance, Banking, Manufacturing and other service industries

Learning objectives:

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

*          plan prospecting for new customers;

*          carry out prospecting itself;

*          develop useful leads;

*          manage their selling time;

*          manage customers’ complaint situations; and

*          manage their marketing territory.

Course outline:    

Day 1: The Business and the customer

• Positioning for corporate effectiveness
• The Marketing Concept
• Strategies for attracting and keeping customers
  • Strategic prospecting and customer development
• Sources of New Business
• Account planning and development
• Prospecting large accounts (Key Notes)
  • Mastering the Selling Process.
• Essential Selling Skills
• gaining attention
• explaining benefits
• Closing the Sale

Day 2: Developing the Characteristics of Professional Salesperson

• The World-Class Marketer
• Introduction / Setting up Email Marketing

Campaign

• ISPs, Hosting Facility, IP/DNS, Shared vs.

Dedicated Ips.

• White-listing, Response Handlers, Bounces
• Managing Customer Situations
• Personality Types/Selling Techniques
• Developing Effective Communication/
• Presentation Skills
• Handling Customer Negative Attitudes
• Tips on what customers really want
• Valuing your selling time
• Targeting and grading your customers
• Setting priorities and allocating time to them
• Territory and Time management
• Effective Territory coverage (Route Planning)
• Economics of Time and Travel

Training Methodology

Lectures, discussions, exercises, case studies, audio-visual aids will be used to reinforce these teaching/learning methods.