K.P.R.
Karma
Passion
Radiant
SKILL DEVELOPMENT SCHOOL
SALES & MARKETING
Skill Development Program
KPR & COMPANY
What is sale?
A sale is sales! It's converting an inquiry or lead into a contract or shipment. Sales are not market research, business development or advertising.
A sale is the act of selling a product or service in return for money or other compensation. Signaling completion of the prospective stage, it is the beginning of an engagement between customer and vendor or the extension of that engagement.
What is marketing?
Marketing is the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large.
Marketing is not advertising. Marketing is finding out what people want, why they want it and how much they’ll spend. Don't confuse marketing with advertising.
Marketing Vs Sales
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The difference between marketing and sales is that marketing is bringing a product or service to a customer, whereas a sale is bringing a customer to a product.
- Marketing is getting people to raise their hands. Sales are getting people to sign their names.
Sales & marketing Training Structure
... It is built on four principles ...
- Individuals will have the opportunity to improve and capitalize on their training competencies.
- Training will help define specific action steps designed to help pull through training competencies in the field.
- Training will have an unwavering monitoring process designed to review training initiatives and identify skill competency gaps.
- Partnership/Teamwork with Sales, Marketing, Regulatory and Compliance will ensure individuals are trained in the most effective and compliant way.
Basic Sales Techniques Tips
Techniques for Boosting Sales Performance
- How to secure appointment via telemarketing.
- How to do introduction.
- How to close deal via telemarketing.
- How to prepare for rejection.
- How to handle difficult customers.
- How to prepare for rejection.
- How to approach different Races.
- Pre-appointment preparation.
Aim & Objective of Sales Behavior?
- Compensation – Commissions, bonuses (cash and non-monetary), tools (cars, computers, PDAs, etc.), trips, stock options (ownership), etc.
- Recognition – Performance awards (trophies), contests, clubs, sales advisory council, etc.
- Opportunities for Promotion – “Strategic” or “global” responsibilities, “senior” designation(s), management opportunities, etc.
- Company Goals and Objectives – Quota attainment as well as other defined performance related results goals and action goals. “Where performance is measured, performance improves.”
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Aim & Objective of Sales Behavior?
- Leadership Expectations – The attitudes and behavior condoned and modeled by executive management, sales leadership, and sales managers.
- Personal Goals and Objectives – Individual interests and ambitions that could relate to one of the above or to other motives such as social status, quality of life, time with family, etc.
- Motivation – What they want to do and are willing to do.
- Knowledge and Skills – What they know how to do.
Marketing Behavior
This unit explores the nature of buyer psychology and its influence upon buying behavior in the context of marketing. This unit provides a broad understanding of the factors and psychological processes shaping buyer behavior in both consumer and business-to-business marketing. Such knowledge is crucial for understanding how marketing works in the real world, as well as the strategies and tactics that organizations use to influence their customers. The topics covered in the unit will be used constantly in later higher-level marketing units.
After successfully completing this unit, students will be able to use the newly-gained behavioral knowledge to better understand their own day-to-day lives by more fully appreciating the significant role that marketing plays.
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Marketing Behavior
- Relate the relevance of psychology theory to buying behavior
- Understand the practical application of psychology and how it is used by marketers to influence buying behavior
- Distinguish between the various situational, internal and external influences that affect buying behavior and explain the likely responses to marketing stimuli by customers in given situations
- Relate the concepts discussed in the course to the marketing mix (and other) situations and use this information to help formulate effective marketing activities
- Marketing Behavior comprises a series of lectures and tutorials designed to give opportunities to explore basic buyer behavior concepts from a variety of perspectives, and put those concepts to use in practically-oriented exercises and assignments.
Characteristics of Successful Sales People
- Active Listening
- Strategic
- Service Orientation
- Dependable
- Strong Oral and Written
- Motivated Communication Skills
- Integrity
- Problem Solving
- Initiative
- Logical
Generic Skill Outcome
Students will begin to develop the following key generic skills:
- Teamwork skills
- Analytical skills
- Problem solving skills
- Communications skills
- Ability to tackle unfamiliar problems
- Ability to work independently
Sales Training Content
- Telephone Selling Skills
- Sales Qualification
- Sales Negotiation Skills
- Implement a Sales Process
- Sales Skills for Technical People
- Presentation Skills
Marketing Training Content
- Buyers, consumers and their behaviors
- Influences on buyer behavior
- Consumer decision making processes
- Theoretical principles of human behavior
- Ethical and environmental dilemmas in consumption behavior
- Behavioral economics
Contact Us
Mr. Rajesh K. Singh
PATNA, BIHAR (INDIA)
