Sales & Marketing · 5 Days · Public · Al-Khobraa certified · From USD 3,900
Overview
It’s no secret that the sales industry continues to change and evolve rapidly. This is an exciting and dynamic profession, although it is often underrated and misunderstood. The back-slapping, high pressure, joke-telling sales person has disappeared. In his place is a new generation of sales professionals: highly trained and well-groomed, with the characteristics of honesty, trustworthiness, and competence.
Learning Objectives
Explain and apply concepts of customer-focused selling.
Use goal-setting techniques as a way to focus on what you want to accomplish and develop strategies for getting there.
Apply success techniques to get the most out of your work.
Understand productivity techniques to maximize your use of time.
Identify ways to find new clients and network effectively.
Learn techniques for optimal interviewing and recruitment of high performers
Learn how to build, manage & develop high performing sales teams
Understand and practice dealing with, Personal Motivational Styles to drive optimal performance and staff retention
Develop effective communications strategies for optimal performance
Learn how to design & implement an effective Performance Management system that produces results
Develop cost management strategies to ensure financial goals are met
Gap Analysis – effective tools & approaches for managing competencies and performance on the job
Fully understand the Marketing Model
Understand and be able to manipulate, adjust and manage each aspect of the marketing mix
Understand how to do a Strategic Market Audit
Understanding Strategic Product Positioning
Understand Market Segmentation
Understanding Branding for Growth
Understand Value Creation, delivery & Capture
Learn how to manage Brands and Product Portfolios
Understand and deploy a marketing tactical mix
Manage the value of their customers.
Communicate clearly and effectively both on a one-to-one basis and in group situations such as meetings
Build rapport and interpersonal relationships and develop their influencing skills
Resolve conflicts and differences through effective, creative, and mutually satisfactory negotiation leading where possible to win-win solutions
Maximize deal benefits in commercial negotiations
Make formal presentations to small and large groups with clarity and persuasiveness
Handle audience questions effectively and with integrity
Get support for new ideas and change initiatives
Who Should Attend
This course is designed for experienced sales managers, sales leaders, business managers, and other professionals seeking to strengthen their capability in this area.
Experienced Sales Managers
Sales Leaders
Business Managers
Leaders
Course Outline
Day 1 — Building & Managing Sales teams
Attracting, Recruiting & Retaining the Best Sales Team Interviewing Skills
Appraisal Skills
Ensuring we have the correct job requirements in place
Effective Succession Planning
Day 2 — Managing the Sales Team
Motivation Strategies
How to build a strong sales culture
Implementing effective educational strategies
Motivating techniques
Day 3 — Tools, next steps & Action Planning
Gap Analysis
Moving from Training to Performance Improvement
The Performance Measuring tool (What, Why & How Report)
Models of Management
Day 4 — The Strategic Market Audit
Market Research Types of Research
Role in Decision-Making
Doing your own Market Research
Why you need Market Research
Day 5 — Delivering the Value
Analyze the Competitive Environment & Position Your Firm
Learn how to segment markets properly
Learn how to develop a compelling value proposition for your brand
Learn how to conduct Relationship Management
Accreditation
Al-Khobraa certified. On completion delegates receive an Al-Khobraa certificate of achievement.
What do Al-Khobraa sales and marketing courses cover?
The portfolio covers digital marketing, search engine optimisation (SEO) and social media, brand and product management, marketing strategy and research, B2B and key account selling, sales management, and commercial negotiation — with practical exercises on delegates’ own markets.
Who should attend a sales and marketing course?
These courses suit sales representatives and account managers, sales and commercial managers, marketing officers and brand managers, digital and social media specialists, business development staff, and technical professionals moving into customer-facing roles.
How long are sales and marketing courses, and where are they held?
Most Al-Khobraa sales and marketing courses run over 5 days. The exact duration, dates and city for this course are listed in the dates section on this page. Public sessions run across Saudi Arabia — Riyadh, Jeddah, Al-Khobar, Jubail and Yanbu — as well as regional and international venues, with live virtual classrooms available on request.
What certificate will I receive?
Delegates who complete the course receive an Al-Khobraa certificate of completion, issued by a Saudi-registered training provider. Al-Khobraa also delivers internationally accredited programmes; where a course carries an external awarding body such as PMI, CIPS, ILM or IOSH, that body is named on the course's own page.
Can sales and marketing training be delivered in-house for our team?
Yes. Any Al-Khobraa sales and marketing course can be delivered in-house at your own premises anywhere in Saudi Arabia or the GCC, with the content, dates and language of delivery tailored to your team. Al-Khobraa is an approved HRDF (Hadaf) provider, so eligible Saudi employers can seek training support. Contact us for a quotation.