Sales / Marketing Courses

SALES NEGOTIATION

Negotiation skills are fundamental to the development and retention of long term profitable business relationships. This course will equip participants with the most up to date skills, attitudes and techniques for ensuring win-win solutions.

Accreditation

The Sales Negotiations programme offered by ECSL is FETAC Level 6.
The programme runs for 4 days and is modular.
This course is a statement of the standards to be achieved to gain an NCVA credit in Sales Negotiations

This course will equip participants with the most up to date skills, attitudes and techniques including how to:

• Identify how each individual in the sales team contributes to organisational success. The internal and external customer approach to developing a sustainable customer centred culture.

• Develop a system for identifying and prioritising customers with the greatest potential for developing long term value add relationships.

• Use rapport techniques to connect quickly and easily with a wide range of customers. Learning to ‘read’ and respond to cues like body language and voice tone and respond in an appropriate fashion.

• Develop deep understandings of differing customer needs using the perceptual position approach. This key skill allows the participant to ‘walk in the shoes’ of the consumer helping them identify where a consumer is coming from and how to develop high value propositions.

• Use different levels of listening to assist consumers to gain greater clarity on their needs and expectations

• Indentify and distinguish between the functional attributes and emotional benefits of a product or service

• Explore and utilise the various buying decision processes employed by consumers. P Ask powerful questions to gain access to ‘the heart of the customer opportunity’ quickly.

• Develop common intentions using the chunking model. This model enables participants to develop win-win solutions again and again.

• Design well formed outcomes thereby managing expectations and minimising potential conflict.

• Indentify to opportunity behind customer objections using the intention consequence model.

Indentifying, establishing, maintaining and enhancing a profitable customer base have become even more critical in turbulent times. At the heart of this process is the interface between the sales team and customers. The sales professional needs to develop deep understandings of consumer needs, design collaborative solutions and close profitable sales across a wide range of customers.

MARKETING PRACTICE

This course is unique in that it offers the participant not only the opportunity to learn key Marketing principles.  It also has a strong focus on tips and techniques on how to Market your product during these uncertain times where agility is key.  We cover the latest internet and online Marketing techniques.  We also will introduce award winning Marketing experts to discuss latest industry trends. 

FETAC Accredited - The Marketing programme offered by ECSL is FETAC Level 5.

This valuable FETAC accredited programme is designed to enable participants to study and apply the latest principles and practice of marketing. This course will prove invaluable to participants from all areas of the organisation including management, sales and administrative staff.

The programme runs for 3 days and is modular.

This course is a statement of the standards to be achieved to gain an NCVA credit in Marketing Practice at Level 2.

Learning Objectives

Participants who successfully complete this module will:

• Become familiar with the key principles and practices within Marketing
• Understand their target market and how to reach them 
• Acquire key tips for Marketing within a recession
• Understand Online marketing and latest trends within internet sales 
• Be in a position to create a Marketing Business Plan for their company  

Course Outline

Module 1:  The Marketing Environment - What are the Key elements

• Role of marketing within the modern organisation
• Functions of a marketing department
• The buying process for individual consumers and for organizations
• Consumer buying behaviour
• Services Marketing 
• The extended marketing mix 
• Primary and secondary research
• Marketing surveys and research methods
• Influence of the customer, the competition and the organizations own marketing activities
• Functions of planning in marketing eg: SWOT Analysis, budgeting

Module 2:  Pricing Factors - How to hit the Ideal Pricing Strategy

• Factors to consider when setting a price
• Differences between cost based pricing, value based pricing, competition based pricing and segmented pricing
• Evaluation of pricing strategies for competitive products

Module 3:  How to Position the Product within Marketing

• Stages in new product development
• Typcial Life cycle of products
• Influence of product design
• Influence of product packaging
• Role of branding
• Purpose of developing a product range

Module 4:  Promotion - How to get the message out there

• Elements of the promotional mix
• How to set the budget
• Effectiveness of the different elements of the promotional mix
• Application of the promotional mix to a product or service
• Evaluation of the role of the internet in promoting a product or service

Module 5:  Place - Where should we sell our products ?

• Distribution channels - what are they  
• Identification of an appropriate distribution channel for a product and for a service 
• Influence of the distribution channel for a product or service
• Influence of the distribution channel on the supplier and the end user
• Effect of the Internet as a distribution channel 

Module 6:  Online Marketing  - The latest Marketing Wave ?

• Google - how to take advantage of the latest Marketing phenmoena
• Search Engine Optimisation
• Site Traffic Analysis - - how to measure success
• Banner advertising  - how to incorporate it into your marketing plans 

 Duration

Three days focussed training which will cover key course modules as outlined below.

In addition to core modules, participants will have the opportunity to create a Marketing Business Plan tailored for their firm. 
  
Who should attend this course?

This course has been designed for a wide range of participants including management who want to understand and design their marketing strategy and marketing assistants who need to implement a marketing strategy for a company.