Course curriculum

  • 1
    MARKETING FOUNDATIONS
    • 1. What is Marketing's role
    • 2. Marketing's key processes
    • 3. What is a marketing plan
    • 4. The psychology of customers
    • 5. Conducting marketing research
    • 6. The different stages of marketing research
    • 7. Data collection for Marketing Research
    • 8. Client segmentation
    • 9. Choosing a target customer group
    • 10. The four Ps of Marketing
    • 11. The product concept
    • 13. The typical product life cycle
    • 14. The variables influencing product pricing
    • 15. The demand curve
    • 16. Setting up product distribution
    • 17. Types of distribution channels
    • 18. The e-commerce
    • 19. Creating a marketing campaign
    • 20. The importance of social media
    • 21. Using KPIs to improve decision-making
    • 22. The Customer-Lifetime-Value formula
  • 2
    SALES FOUNDATIONS
    • Sales EBOOK
    • 1. Listening and asking questions
    • 2. Offering compliments
    • 3. The four types of customers
    • 4. Identifying needs
    • 5. Prescribing solutions
    • 6. Handling objections
    • 7. Planning for a meeting
    • 8. The feel, felt, found tool
    • 9. Closing the sale
    • 10. After the sale
    • 11. Efficiency systems
  • 3
    SALES CHANNEL
    • SALES CHANNEL -All slides
    • 1. Market research
    • 2. Channel strategy SWOT analysis
    • 3. Develop a go forward plan
    • 4. Handling channel conflict
    • 5. Sales, marketing, staffing costs ROI
    • 6. Creating a channel structure
    • 7. Organize, plan, and prep
    • 8. The sales process
    • 9. Revenue, expenses, and objectives
    • 10. Align the process with the pipeline
  • 4
    SALES FORECASTING
    • SALES FORECASTING- ALL SLIDES
    • 1. What is sales forecasting
    • 2. Why sales forecasting is important
    • 3. Understand the sales forecasting process
    • 4. Define your market category
    • 5. Collect data
    • 6. Use estimates from customers
    • 7. Sales targets
    • 8. Expense targets
    • 9. Close-win rates
    • 10. Customer feedback
  • 5
    SALES PROSPECTION
    • SALES PROSPECTION - ALL SLIDES
    • 1. Attitude is key
    • 2. Create focus
    • 3. Set goals
    • 4. Determine your competitors
    • 5. Acknowledge strengths
    • 6. Territory overview
    • 7. Territory exploration
    • 8. Client location
    • 9. Organize your prospecting
    • 10. Add to your territory
  • 6
    SALES OPERATIONS
    • 1. What is sales operations
    • 1. What is sales operations
    • 2. Why have a process
    • 2. Why have a process
    • 3. Creating your process
    • 3. Creating your process
    • 4. Committing to a process
    • 4. Committing to a process
    • 5. Understanding buyer perspective
    • 5. Understanding buyer perspective
    • 6. Define and size your addressable market
    • 6. Define your addressable market
    • 7. Develop a go-to-market strategy
    • 7. Develop a go-to-market strategy
    • 8. How to set up equitable sales territories
    • 8. Sales territories
    • 9. Sales tools for your sales team
    • 9. Sales tools for sales teams
    • 10. Follow-up process
    • 10. Follow-up process