Diploma in Marketing, Sales & Distribution Management (Islamabad)

INTRODUCTION

In today’s cut-throat competitive market environment, organizations can not afford to just satisfy customers. In order to win and retain customers, an organization needs to delight customers. This situation demands marketing and sales professionals to thoroughly understand their customers’ needs and wants and provide them a complete solution better than the competitors.

OBJECTIVES

To retain customers and to open the window of opportunity for the future business, a close and professional contact with the customer has always been demanded by this cut throat situation.

PROGRAM CONTENTS

1. Marketing environment and strategic focus of the organization
2. Environmental factors affecting sales and profits
3. Introduction to marketing concepts
4. Understanding customer/consumer buying models and processes
5. Market segmentation and profiling
6. Competitor analysis
7. Formulating marketing and sales strategy
8. Customer relationship management (CRM) and service requirements
9. Role of the sales professionals in implementing the marketing strategy
10. Critical competencies for sales professionals
11. Designing and Managing Channel
12. Channel Designing/Management: Application through Case
13. Distributors ROI Management
14. Product-Sales Management Interface
15. Challenges in Multi-Channel Distribution
16. Channel: a strategic and operational view
17. Channel perspective to increase market share
18. Goods flow and channel flow
19. Key players and their roles
20. Preparation and delivery of the sales presentation
21. Negotiation
22. Sales forecasting and budgeting
23. Territory development and time management
24. Cost benefit analysis of sales function
25. Conducting sales audit

METHODOLOGY

Lecture, group discussion and assignments, case studies, videos, and guest speaker’s sessions.

PARTICIPANT PROFILE

This program is designed for all front line and middle management professionals who are directly or indirectly involved in marketing and sales operations and who are interested in embracing them with the latest concepts and practices in the field of marketing and sales to enhance chances for their promotion.

PROGRAM DURATION/DAYS

This Program is of four-month duration. Classes will be held on Sunday (10:00 am to 4:00 pm).

LEARNING INVESTMENT

Rs 45,000/- training investment includes certificate, hands-on training, participant training kit, refreshment, and business networking.