777 Business Program
2 Day Seminar, Selling for Success
Item #:
| Duration: |
2 DAY SEMINAR |
| Course Title: |
Selling for Success |
| Price: |
$150.00 |
| Prerequisite: |
Day 1 should be attended before Day 2 |
Who Should Attend?
Salespersons; Sales Managers; and Real Estate Agents
Course Code: 7SD
Learning Outcomes:
Day 1: Building a Customer Relationship -
Discussions on what is CRM –Customer Relationship Management and through the Prato Principle and the Ripple Effect understand WHY it in necessary to measure customer value. Learn to truly understand your customers through analysis of paradigms, the DISC Behavior model, and the Successful People Process (SPP). Learn the four step process to change and risk management of CRM to prepare for the next step-SELLING!
Day 2: Selling to Satisfied Customers = Successful Business –
Knowing the true value of a firm’s customers will lead to better decisions about how to deploy your technology resources in offline and online sales channels. In order for marketers to reach the target market, retain their customer and obtain new ones discussion of marketing in general; data mining for CRM applications; the communication plan; promoting, advertising and personal selling will be discussed completely. The five step buyer decision process and the six step personal selling process will also be reviewed.
SYLLABUS
COURSE STRUCTURE: The methods of teaching used in Building a Customer Relationship and Selling to Satisfied Customers = Successful Business include but are not limited to:
- Lectures with appropriate student/faculty interaction
- Use of materials such as cases, examples, and real situations to present course concepts.
COURSE OUTLINE –Building a Customer Relationship
| TIME |
MATERIAL DISCUSSED |
| 8:45AM to 10:15AM (1.50 hours) |
What is CRM? Why is it Important? START with People!
Paradigm lecture
Discussion of the Prato Principle and the Ripple Effect |
| 10:15AM to 10:30AM |
BREAK |
| 10:30AM to 12:00PM (1.50 hours) |
Teams and their impact on CRM
The DISC Behavior Model; The Successful People Process (SPP) and General Researching |
| 12:00PM to 1:00 PM |
LUNCH |
| 1:00PM to 2:30PM (1.50 hours) |
Risk Management of CRM
CRM Implementation – the four step process to change |
| 2:30PM to 2:45PM |
BREAK |
| 2:45PM to 4:15PM (1.50 hours) |
ROI – Return on Investment
Measuring Customer Value – Lecture & Exercise |
| 4:15PM to 4:30PM |
NOT MANDATORY: Evaluation and Door Prize Drawing from completed evaluation forms. |
COURSE OUTLINE – Selling to Satisfied Customers = Successful Business
| TIME |
MATERIAL DISCUSSED |
| 8:45AM to 10:15AM (1.50 hours) |
FOUNDATION: Developing and Pricing Products; Product Mix; Branding and Seven Step Development Process |
| 10:15AM to 10:30AM |
BREAK |
| 10:30AM to 12:00PM (1.50 hours) |
Promoting Products – Advertising; Personal Selling; Sales Promotion; and the Six Step Selling Process; Publicity and Public Relations and Marketing. |
| 12:00PM to 1:00 PM |
LUNCH |
| 1:00PM to 2:30PM (1.50 hours) |
Distribution Channel – Three Distribution Strategies; Productivity and Quality – Measuring Productivity and TQM –Total Quality Management & Globalization. |
| 2:30PM to 2:45PM |
BREAK |
| 2:45PM to 4:15PM (1.50 hours) |
NEW TECHNOLOGIES: Data mining; sales automation and marketing optimization and product personalization. |
| 4:15PM to 4:30PM |
NOT MANDATORY: Evaluation and Door Prize Drawing from completed evaluation forms. |
Seminar Structure: Refreshments will be served at the beginning of each seminar and at the breaks. As a thank you for completing the evaluation door prizes will be drawn from those completed entries after each class. The seminar will be a warm, friendly and professional discussion of the subject material. Interaction with peers and the instructor is encouraged.
| SEMINAR |
CLASSES |
DATE 2012 |
| 7SD –2 Day Selling for Success |
DAY 1: Building a Customer Relationship; DAY 2: Selling to Satisfied Customers = Successful Business |
Call for 2012 |
|