Today’s rapidly advancing technologies are transforming the business landscape in a way that requires a shift in thinking with respect to the traditional sales and marketing paradigm. It's your corporate marketing initiatives that ultimately differentiate your brand in the marketplace. The emphasis of this hands-on course is designed for delegates to learn time-proven sales and marketing concepts, and principles to promote business development and enhance sales effectiveness. By combining a blend of case study theory and real-world practical business issues, this training program brings marketing challenges and best practices into the classroom.
This interactive training course will give delegates the communication skills, persuasion strategies, and face-to-face, win-win, negotiation techniques they require to close more sales in less time. There is absolutely no substitute for a well trained and motivated sales team. The fact is that sales skill training is critically important and can literally mean the difference between success and failure in today's competitive business environment. The core learning objectives in this seminar will be especially beneficial for delegates who are responsible for planning sales and marketing initiatives to increase revenue growth.

• Align sales and marketing initiatives within the organisation
• Develop sales and marketing strategies, and programs to build and sustain a competitive market advantage
• Improve sales recruiting, interviewing, and hiring process
• Integrate social media marketing into traditional marketing plan
• Use the Marketing Mix to increase business opportunities
• Identify the critical success factors for recruitment and selection of top-producing salespeople

Seminar Objectives

By the end of this program delegates will be able to:
• Describe techniques for optimal recruiting and interviewing of top-producing salespeople
• Design, implement and manage an effective marketing plan
• Overcome common sales objections and close the sale
• Adjust marketing approach and sales presentation style to customer’s “buying style”
• Use questioning skills to understand expectations and gain customer commitment
• Conduct SWOT and PESTLE Marketing Analysis
• Use body language to build trust and rapport face-to-face or over the phone
• Coach and mentor sales team members to achieve improved sales effectiveness
Part 1: Introduction

Chapter 1: Introduction to Global Marketing

Part 2: The Global Marketing Environment

Chapter 2: The Global Economic Environment
Chapter 3: The Global Trade Environment
Chapter 4: Social and Cultural Environments
Chapter 5: The Political, Legal, and Regulatory Environments

Part 3: Approaching Global Markets

Chapter 6: Global Information Systems and Market Research
Chapter 7: Segmentation, Targeting, and Positioning
Chapter 8: Importing, Exporting, and Sourcing
Chapter 9: Global Market Entry Strategies: Licensing, Investment, and Strategic Alliances

Part 4: The Global Marketing Mix

Chapter 10: Brand and Product Decisions in Global Marketing
Chapter 11: Pricing Decisions
Chapter 12: Global Marketing Channels and Physical Distribution
Chapter 13: Global Marketing Communications Decisions I: Advertising and Public Relations
Chapter 14: Global Marketing Communications Decisions II: Sales Promotion, Personal Selling, and Special Forms of Marketing Communication
Chapter 15: Global Marketing and the Digital Revolution

Part 5: Strategy and Leadership in the Twenty-First Century

Chapter 16: Strategic Elements of Competitive Advantage
Chapter 17: Leadership, Organization, and Corporate Social Responsibility
Certified Global Marketing Manager certificate of completion will be awarded to class members who attend at least 80% of the 40 training hours are granted by the Management Development Institute through the College of Business Administration at Missouri State University. Recognized by the US Department.
Global Marketing Management, 8/E
Warren J. Keegan, Pace University
ISBN-10: 0136157394 • ISBN-13: 9780136157397
©2014 • Prentice Hall • Cloth, 480 pp
Published 04/15/2013 • Instock
Suggested retail price: $227.80